Kennedy, Doug2017-10-012017-10-012016-10http://hdl.handle.net/10919/79458With group demand growth has leveled off or declined in most hotel markets, General Managers and Directors of Sales are looking for ways to capture more of the market share of the business that is still out there. As I have explored many of my previous articles, the hotel sales environment has changed dramatically in recent years, yet hotel sales training and the related sales processes have not evolved fast enough at too many hotels.en-USIn CopyrightHospitality salesRevenue managementArticle