'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.

Auteur

Derek Taylor, John O'Connor

Contenu

Chapter 1 The marketing plan; Chapter 2 Organizing a sales office; Chapter 3 Buyers and customers; Chapter 4 Face-to-face selling; Chapter 5 Telephone selling; Chapter 6 The shape of things that came - the technology; Chapter 7 Banqueting sales; Chapter 8 Direct mail; Chapter 9 Advertising; Chapter 10 In-house promotion; Chapter 11 Public relations; Chapter 12 Special Events and Short Break Holidays;