CiNii 図書 - Hospitality sales and promotion : strategies for success

'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.

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

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Hospitality sales and promotion : strategies for success

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