This text provides a comprehensive look at the fast growing meetings and convention market segment. A useful "how- to" guide, it takes students through all aspects of selling and servicing a convention at a hotel or other group meeting facility. In addition, it profiles the customer for meetings and conventions, the planners in charge of site selection, and facilities they commonly use. Also includes "Industry Insiders" planning tips and case studies direct from professionals in Convention Services departments. * Focuses on marketing and sales of convention planning * Designed to fit the requirements of a semester schedule * Extensive instructor's and student resource materials provided.

The Convention and Meetings Industry: an overview & introduction; The Association Meetings & Convention Market; The Corporate Meetings Market; The Incentive, SMERF & other Markets; Role of Convention Bureaus & other Destination Marketing Organizations; Marketing & Advertising Strategies for each of these Markets; Convention Sales Negotiations & Contracts; Food/Beverage Function Planning; Meeting Room/Convention Planning; Onsite Event Planning Timeline; Servicing the Event; Exhibition & Trade Show Industry Overview; Industry Trends & Forecasts.

1. The convention and meetings industry : an overview -- 2. The associations, convention, and meetings market -- 3. The corporate meetings market -- 4. The incentive, SMERF, and other markets -- 5. The role of convention bureaus and other destination marketing organizations -- 6. Marketing and advertising strategies -- 7. Convention sales negotiations and contracts -- 8. Food and beverage function planning -- 9. Meeting room and convention planning -- 10. On-site event planning : servicing the event -- 11. Exhibition and trade show industry overview -- 12. Industry trends and resources.

"Hotel Convention Sales, Services, and Operations examines the precipitating factors and emerging trends in the hospitality industry and how they have contributed to the growth of the meetings and conventions market, including a look at the financial impact of this global industry in both private and public sectors of the economy. This "how-to" guide takes students through all aspects of selling and servicing a convention at a hotel or other group meeting facility. The author introduces the types of groups holding meetings and conventions, the planners in charge of site selection, and the facilities they commonly use. The basics of marketing are introduced, and the role of Convention and Visitors' Bureaus is considered. Readers will gain understanding of the sales and negotiation process between buyers and sellers of these services."--Jacket.

Print version record.

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