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.