Now showing items 1-6 of 6
Sales skills in the hospitality industry [Summary]
(Virginia Tech, 1984)
The study examines important skills that are necessary for employees to be better in sales. Presentation of the results of these surveys is preceded by commentary from the literature and from selected hotel sales executives ...
The Marketing Planning Index: Its Use and Application in the Hospitality Sector [Summary]
(Virginia Tech, 2019-02-19)
With increasing emphasis by many organizations on improving marketing performance, the measurement of marketing effectiveness is an important subject area for academics and practitioners. This study extends the application ...
Proxemics and Its Effect on Travelers During the Sales Contact in Hotels [Summary]
(Virginia Tech, 2008-10-10)
This study examines the impact of conversational distances and the image of the salesperson on expected satisfaction levels for a new service. The current study does lend support to the theory that social distances are ...
Important Elements of Hotel-Meeting Planner Contracts: An Exploratory Study [Summary]
(Virginia Tech, 2019-03-05)
Contracts between meeting planners and hotels are getting longer and more complex to protect the interests of both parties. Unlike many other industries, there is no standard contract for use between meeting planners and ...
Profiting through teamwork: The role of the revenue management and sales functions in group revenue management [Summary]
(Virginia Tech, 2011-10-14)
Revenue management and sales staffs collaborate substantially in making decisions regarding rate setting, accepting group business, and forecasting. However, according to a survey of 82 sales and revenue management executives ...
Future Issues in Sales, Marketing, and Revenue Management in Greater China: What Keeps You Up at Night? [Summary]
(Virginia Tech, 2011-08-25)
“Recognizing the current global economic crisis, what do you feel are the key impacts it will have on (sales, marketing, or revenue management) in the hospitality industry in the next 5 years within the Greater China ...