Hospitality Sales and Marketing
An Evolutionary Journey with Howard Feiertag

Grouped by general topic, this collection of the best "Sales Clinic" columns in Hotel Management written by Howard Feiertag over the course of 35 years provides an abundance of juicy nuggets of tips, tactics, and techniques for professionals and newbies alike in the hospitality sales field. Readers will take a journey down the road of the development of hospitality sales from the pre-technology era (when knowing how to use a typewriter was a must) to today?s reliance on digital technology, rediscovering that many of the old techniques that are still applicable today.

1. General Managers’ Involvement with Sales 2. Managing Salespeople Requires Daily, Weekly Reviews 3. The Working of a Hotel Property Sales Operation 4. Techniques for Increasing Sales 5. Working with the Group Markets 6. The Travel Agent and Leisure Travel Market 7. Sales Planning and Sales Calls 8. Hospitality Sales Training 9. The Negotiation Process in Sales 10. Attributes of Successful Sales Persons 11. Helpful Tips for Hotel Sales Staff 12. Action Plans for Marketing and Sales 13. Working on Contracts for Groups 14. Everyone at a Property Is Involved In Sales 15. A Professional Approach to Hospitality Sales along with Networking 16. Understanding the Features of Your Product, Especially F&B 17. HR in Connection with Sales Staff Employment

Howard Feiertag,a well-known hospitality industry veteran, is a member of the faculty at Virginia Polytechnic Institute and State University, Blacksburg, VA. The department was recently renamed the Howard Feiertag Department of Hospitality and Tourism Management in his honor. Before joining Virginia Tech, where he has been teaching for about 30 years, he had built up an extensive background in hospitality, including work in convention bureau management, hotel operations, food and beverage, sales and marketing, catering, hotel operations, meetings and convention management, as well as tour and travel. He was the group and meetings editor for Travel Trade Publications as well as a regular monthly columnist for Corporate & Incentive Travel magazine and Hotel Management magazine for over 35 years.