Hospitality Sales and Marketing eBook

In today’s highly competitive hospitality market, it is essential to have an understanding of sales and marketing. This eBook 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.) that are used by today’s industry leaders to effectively market their properties.

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. There are new sections on distribution, revenue management and customer relationship management; updated profiles of frequent business travelers and a new section on “wellness devotees” in the “Other Special Marketing Segments” section.

Author: James R. Abbey, Ph.D., CHA, University of Nevada, Las Vegas

©2014, 14 Chapters, Digital

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