Winning meetings and events for your venue / Rob Davidson and Anthony Hyde.

Format:

Book

Author/Creator:

Davidson, Rob.

Contributor:

Hyde, Anthony.

Language:

English

Subjects (All):

Hospitality industry.

Congresses and conventions.

Meetings.

Physical Description:

1 online resource (212 p.)

Edition:

1st ed.

Place of Publication:

Oxford : Goodfellow Publishers Ltd., [2014]

Language Note:

English

Summary:

Meetings and events are a major source of revenue for the venues that host them. But competition to win meetings and events is growing fast as new venues, large and small, are opening up all over the world and existing venues are expanding, refurbishing and modernizing their offer in order to increase their share of this lucrative market.However, in properties ranging from conference centres and hotels to universities and unusual venues such as museums and tourist attractions, busy sales and marketing staff often struggle to keep up to date with the many tools and techniques that can help them

Contents:

"" 1 The Structure of the Meetings and Events Industry""; ""The value of meetings""; ""Terminology""; ""Demand for meetings""; ""Segmentation of demand for meetings""; "" 2 Sources of Business""; ""The leads database""; ""Clients already known to the venue""; ""Unrealised business""; ""Sources of new leads""; ""The leads qualification process""; ""Venue sales and venue marketing""; "" 3 Developing Relationships with Clients""; ""Customer Relationship Management Systems""; ""Key Account Management""; ""Negotiating with prospects""; ""Agreeing a price""; ""Demonstrating and adding value""

""Providing solutions""""Dealing with objections""; ""Walking away � unsuccessful negotiations""; "" 4 Working with Intermediaries""; ""The role of intermediaries""; ""Types of agencies""; ""Agencies� remuneration""; ""How venues can work effectively with agencies""; ""The role of convention and visitor bureaus""; ""How venues can work effectively with CVBs ""; "" 5 Site Inspections""; ""Types of site inspection""; ""Preparation for the site inspection""; ""The visitor�s arrival""; ""Harnessing the visitor�s imagination""; ""Dealing with objections""

""Managing the site inspection conversation""""Site inspections as part of familiarisation trips and press trips""; ""Ending the site inspection""; "" 6 Winning New Business at Exhibitions""; ""Exhibition visitors""; ""Choosing where to exhibit""; ""Choosing how to exhibit""; ""Design of the stand""; ""Before the exhibition""; ""At the exhibition""; ""After the exhibition""; "" 7 The Changing Market Environment""; ""Advances in venue design""; ""Advances in technology""; ""Sustainability""; ""Generational factors""; ""Growing interest in unique venues""

""Appendix: International associations of interest to venue sales professionals""""_GoBack""; ""_GoBack""; ""_GoBack""

Notes:

Description based upon print version of record.

Description based on online resource; title from PDF title page (ebrary, viewed February 15, 2014).

Includes bibliographical references and index.

ISBN:

9781908999870

190899987X