Virginia Tech
    • Log in
    View Item 
    •   VTechWorks Home
    • Pamplin College of Business
    • Feiertag Hospitality Academy-to-Industry Research
    • Summaries of Academic Articles on Research in Hospitality (Feiertag Collection)
    • View Item
    •   VTechWorks Home
    • Pamplin College of Business
    • Feiertag Hospitality Academy-to-Industry Research
    • Summaries of Academic Articles on Research in Hospitality (Feiertag Collection)
    • View Item
    JavaScript is disabled for your browser. Some features of this site may not work without it.

    Profiting through teamwork: The role of the revenue management and sales functions in group revenue management

    Thumbnail
    View/Open
    Profiting through teamwork The role of the revenue management and sales functions in group revenue management.pdf (670.2Kb)
    Downloads: 97
    Date
    2011-10-14
    Author
    Noone, B. M
    Hultberg, T.
    Metadata
    Show full item record
    Abstract
    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 at three hotel chains (47 revenue managers and 35 sales executives), hotels could foster even better coordination between revenue management and sales by educating each group regarding the other group’s responsibilities. This might reduce sales staff frustrations about the way revenue managers make rate recommendations, and it might help revenue managers understand the importance that sales executives place on maintaining a relationship with a group, even when room rates do not meet targets. Forecasting is a major function for revenue managers, who take numerous factors into account, and some sales executives also are responsible for forecasting, primarily using one data source. Thus, the two groups focus on the data in different ways.
    URI
    http://hdl.handle.net/10919/81410
    Collections
    • Summaries of Academic Articles on Research in Hospitality (Feiertag Collection) [132]

    If you believe that any material in VTechWorks should be removed, please see our policy and procedure for Requesting that Material be Amended or Removed. All takedown requests will be promptly acknowledged and investigated.

    Virginia Tech | University Libraries | Contact Us
     

     

    VTechWorks

    AboutPoliciesHelp

    Browse

    All of VTechWorksCommunities & CollectionsBy Issue DateAuthorsTitlesSubjectsThis CollectionBy Issue DateAuthorsTitlesSubjects

    My Account

    Log inRegister

    Statistics

    View Usage Statistics

    If you believe that any material in VTechWorks should be removed, please see our policy and procedure for Requesting that Material be Amended or Removed. All takedown requests will be promptly acknowledged and investigated.

    Virginia Tech | University Libraries | Contact Us