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

Simple item page
dc.contributor.authorNoone, Breffni M.en
dc.contributor.authorHultberg, Tessen
dc.date.accessioned2017-12-24T01:49:21Zen
dc.date.available2017-12-24T01:49:21Zen
dc.date.issued2011-10-14en
dc.description.abstractRevenue 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.en
dc.description.notespp. 407 - 420en
dc.format.mimetypeapplication/pdfen
dc.identifier.urihttp://hdl.handle.net/10919/81410en
dc.language.isoenen
dc.publisherVirginia Techen
dc.rightsCreative Commons Attribution 4.0 Internationalen
dc.rights.urihttp://creativecommons.org/licenses/by/4.0/en
dc.subjectrevenue managementen
dc.subjecthotelsen
dc.subjectgroupsen
dc.subjectsetting ratesen
dc.subjectforecastingen
dc.subjectrevenue management–sales relationshipen
dc.titleProfiting through teamwork: The role of the revenue management and sales functions in group revenue management [Summary]en
dc.title.serialCornell Hospitality Quarterlyen
dc.typeSummaryen
dc.type.dcmitypeTexten

Files

Original bundle
Now showing 1 - 1 of 1
Thumbnail Image
Name:
Profiting through teamwork The role of the revenue management and sales functions in group revenue management.pdf
Size:
670.29 KB
Format:
Adobe Portable Document Format
Download
License bundle
Now showing 1 - 1 of 1
Name:
license.txt
Size:
1.5 KB
Format:
Item-specific license agreed upon to submission
Description:
Download

Collections

Summaries of Academic Articles on Research in Hospitality (Feiertag Collection)