Convention Sales and Services

The fourth edition of this book presents all facets of convention organization in a readable style with illustrations. This edition, revised and updated to reflect the latest in research and practice, has incorporated ideas and comments made by users of earlier editions from around the world. Those familiar with the earlier editions will find the basic outline unchanged although the contents have been updated substantially. New, and sometimes expanded, sections have been added to every chapter with many references to the increased use of the computer in selling and servicing conventions. Profiles of successful hotel sales and service managers have been added. The book is in two parts. Part 1 discusses the different kinds of meetings and conventions, the types of organization that stage such events, and the people who decide on the venue. How to reach these groups and sell them is covered, and practical advice offered on negotiation and contracts. Part 2 deals with service, based on the idea that each convention is a "production", and skilled staff are needed for its succesful execution. Repeat business is essential and the market is a competitive one.
With this knowledge empty rooms can be filled in the off-season on the less popular days of the week. Review questions follow each chapter to help the reader assimilate the basic concepts presented.