Group Sales and Marketing in Convention Hotels
Abstract
The goal of hotel sales and marketing is revenue generation. The methods employed
by group sales and marketing professionals have evolved overtime to incorporate an array
of technological innovations. The purpose of this research is to ascertain the perceptions that convention
hotel sales and marketing professionals have about Internet and Web integration in the
group sales process. The findings indicate that Internet and Web based marketing tools have become
an integral part of hotel sales and marketing activities, though convention hotel managers do
not necessarily attribute an increase in revenue to these activities.