An Exploratory Study of Sales Managers' Activities in Lodging Properties [Summary]

The purpose of the present study is to discover which activities hotel sales managers perceive to be most important toward their job performance and how they allocate their time on selling activities. Exploratory factor analysis was used to identify which activities lodging sales managers considered most important for success on the job. The results of this study may be applied to industry sales training programs, to further hospitality sales and marketing education, and to the management of sales in different hotel service types in the United States.