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Putting Heads on Beds

Advice and ideas for hotel sales, leadership, marketing and management

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Chapter List

1. Dedication
2. Where Are You Now? What Does Your Hotel Look Like?; Does Your Product Suit The Market?; How Does The Competition Compare?; Key Points;
3. Where Do You Want To Be? What Is Your Vision For The Future?; What Types Of Customer Are Available?; What Channels Can You Use To Reach Them?; Key Points;
4. What Help Do You Need? What Is Your Leadership Style?; Should You Employ A Sales Specialist?; How Can You Create A Committed Team?; What Incentives Can You Use?; Key Points;
5. Using Personal Contact Telephone; Direct Contact; Networking; Key Points;
6. Direct Marketing Direct Mail; E-Mail; Newsletters; Key Points;
7. Advertising Is Advertising Relevant For Me?; Key Points;
8. Media Relations Worth The Effort; Key Points;
9. Promotional Materials And Activity Sales Promotion; Brochures; Your Internet Site; Key Points;
10. How Do You Price To Maximise Revenue? Pricing Challenges; Yield Management; Key Points;
11. How Do You Make Systems and Data Work For You? How To Measure Customer Satisfaction; Useful Data To Keep; Implement Systems For An Easier Life; Key Points;
12. What Tactics Can You Use to Develop Revenue? Customer Evaluation; Increasing Revenue; Key Points;
13. Planning Your Marketing Activity What Is Left To Do?; Marketing Plan Format; Key Points; The Last Word;