INTRODUCTION TO HOSPITALITY MARKETING AND SALES | Sales | MarketingThis summer, skip your usual mystery or romance novel for a book that will power up your hotel marketing and sales techniques, while also boosting your industry expertise. With sales and marketing moving at lightening speed, the most successful hoteliers are the most well-informed hoteliers. After all, the hotel and meetings industry is constantly re-inventing itself with new technology and trends. It can often seem like meeting planners and hoteliers come from totally different planets, says Suckow, a corporate meeting planner since She surmises that meeting planners are from Saturn — walled up, protected and hard to reach. In this book, Suckow works to bridge the disconnect between hoteliers and planners.
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These hotel management and sales books are a key resource for supplementing on-the-job training. Click To Tweet. With 4. Best of all, readers will learn what Ritz-level success takes. The book teaches four key lessons:.
High competition among the hotels, need the competent team of Sales and Marketing to promote the product among the competitors. It involves the things that the property will do to select a target market and stimulate or alter that market demand for the property services. The term Marketing mix is used to indicate the variable factors which can satisfy specific consumer needs. Role of Director Sales - Responsible for applying marketing strategies and directing the sales staff - Responsible for putting up sales plan through out the year - Responsible for Guiding the sales team accordingly - Responsible for identifying new opportunities. Hospitality sales differ greatly from consumer goods sales in that the hospitality sales person is selling something that has both tangible and intangible products. Normally marketing plan has to develop for at least three year period. If the management is uncomfortable with three year plan a compromise can be reached by setting broad goals over the three year period and well defined objectives and strategies for for the first year of three year cycle.
Industry examples, sample forms, and checklists provide practical tools for implementing successful marketing plans. In today's highly-competitive hospitality market, it is essential to have an understanding of sales and marketing. This textbook goes beyond theory to focus on a customer-oriented and practical approach for effectively marketing hotels and restaurants. The book explores the "four Ps" price, product, promotion, and place as they relate to specific market segments, providing a customer-focused perspective. Illustrations and exhibits include industry examples forms, checklists, advertisements, etc. The sixth edition provides the latest information on trends shaping the lodging and food service industries, including technology and social media, marketing to Millennials, sustainability, and the "farm-to-fork" movement. Most of the "Insider Insights" that open each chapter are new to this edition.