Hospitality sales and promotion : strategies for success

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Title:

Author:

Taylor, Derek, 1932 August 5-

ISBN:

9780750649865

Personal Author:

Taylor, Derek, 1932 August 5-

Publication Information:

Oxford : Butterworth-Heinemann, 2001.

Physical Description:

xv, 320 p. : ill. ; 22 cm.

Series:

Professional hospitality guides.

Contents:

1. The marketing plan -- 2. Organizing a sales office -- 3. Buyers and customers -- 4. Face-to-face selling -- 5. Telephone selling -- 6. The shape of things that came: the technology -- 7. Banqueting sales -- 8. Direct mail -- 9. Advertising -- 10. In-house promotion -- 11. Public relations -- 12. Special events and short break holidays.

Abstract:

'Not every hotel will be able to hire Taylor in person, but this book is a good way of tapping into that knowledge at one remove. It's packed with practical, usable information and advice based firmly on more than 50 years' experience of sales in the hotel industry. From writing the marketing plan to selling face-to-face or on the phone, Taylor sets out the principles in a way that will be useful for students and for established operators. But as always, he illustrates the principles with a rich mixture of practical everyday examples.' - Hospitality, February 2002.

Subject Term:

Hospitality industry -- Management.

Hospitality industry -- Marketing.

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168015715952	647.068 T239H 2001	1	Searching... Unknown

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Summary

'Hospitality Sales and Promotion' is the essential guide for every manager in the hospitality industry wanting to achieve maximum profits from their sales promotions. Practical and down-to-earth, this guide discovers: * who is your customer? market segments and groups * how can you reach them effectively? the secrets of successful public relations * new and traditional technologies; from direct mail to using the Internet to maximum advantage. Derek Taylor has a wealth of experience in the hospitality industry and has worked with and advised numerous international corporate hospitality companies. Concrete and relevant case studies and examples from his experience are used to illustrate throughout the guide, from companies such as: Whitbread, Hilton International, Pizza Express and Stakis.