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- A
- Acquisitions/Mergers
- Consolidations And Acquisitions: The Role Of Sales And Marketing (Summer 98)
- Marketing Through Merger Mania (Winter 97-98)
- Adult Nightclubs
- The Adult Nightclub Goes Mainstream America (Summer 92)
- Advertisements
- The Good, The Bad, And The Ugly In Advertising (Summer 98)
- Creating Ads That Bring In Business (Spring 95)
- Why "So Much Like Home" Has So Much Appeal (Summer 93)
- Advertising
- The Keys To Successful Advertising In The Hospitality Business ( Winter 99)
- Advertising Basics: Costs Vs Benefits - 1998
- Value Of Advertising To The Travel Agent Marketplace - 1997
- Bring Out The Best: How To Work With Your Advertising Team (Fall 89)
- How To Create Effective Trade Advertising (Winter 86-87)
- Effective Advertising Management (Summer 87)
- How To Establish Your Hotel Advertising Budget (Summer 85)
- Advertising: The Second Best Marketing Tool (Winter 83-84)
- Advertising We Can Do With - And Without (Winter 83-84)
- Advertising Agencies
- How To Partner With Your Ad Agency For Best Results (Spring 96)
- How To Choose An Advertising Agency (Fall 84)
- Adventure Travel
- Space Tourism: The Next Niche Market? (Fall 1998)
- Airport Hotels
- Marketing Airport Hotels: Where's The Magic Now? (Summer 92)
- "Marketing The Airport Hotels: Where's The Magic Now?" - 1991
- Airport Hotels: Meeting Trends - 1990
- Airport Security
- Airport Security: What's Being Done To Protect Travelers Today (Winter 97-98)
- Airline Industry
- Charter Vs Schedule Airline - A Perspective - 1997
- Alliances
- Hospitality Industry Alliances: Why Major Players Are Aligning With Competitors (Winter 99)
- Amenities
- Room With A View: The Profit Picture (Winter 96-97)
- Soft Amenity Attributes: Key To Quality Vacation Experience (Spring 95)
- Arts Organizations
- Impact Of The Arts On The Lodging Industry (Winter 83-84)
- Associations
- You And Your Association: What Are You Doing To Build Membership? (Spring 95)
- Developing The Meeting Markets Through Associations (Spring 84)
- Association Membership
- Putting The Focus Back On The Member In The Membership Organization: Combating Declining Membership Through Sales & Marketing - 1997
- Value Of Volunteering To Member Associations - 1991
- Audio Visual
- Owning Or Sub-Contracting Your Audio Visual Services - 1997
- Automation
- Sales Office Automation Is The Key To Profitability (Summer 94)
- It's Time To Automate Your Hotel Sales And Catering Offices (Spring 87)
- Acquisitions/Mergers
- B
- Bahamas
- Incorporation Of Bahamian Culture In The Atmosphere Of A Hotel (The) - 1997
- International Owned & Controlled Hotels In The Bahamas - 1992
- Service Is The Key To Success For The Bahamas In The 90's - 1991
- Bars
- The Ins And Outs Of In-Room Bars (Fall 86)
- Bartering
- A Study Of Reciprocal Trade Agreement For The Hospitality Industry - 1996
- Making Win-Win Deals For Hospitality Advertising Through Barter (Fall 94)
- The Ways Bartering Benefits Hotels (Fall 85)
- Brochures
- Developing A Superior Brochure For The Beginner - 1994
- How To Produce A Hotel Brochure That Sells (Winter 93-94)
- Everything You Always Wanted To Know About Brochures But Were Afraid To Ask - 1992
- Billboards
- Using Billboard to Effectively Market Your Hotel (Summer 97)
- Brands
- Understanding The Components Of A Brand Strategy (Winter 97-98)
- Branding For Today's Customers (Summer 98)
- Budgeting
- The Savvy Marketing Executive's Guide To Budgeting (Winter 87-88)
- Business Cards
- Calling All Calling Cards (Summer 92)
- Business Travel
- The Evolution of Business Travel: Road Warriors Are Opting for More Quiet Time (Summer 97)
- Business Services: The Competitive Edge in the Corporate Travel Market (Summer 93)
- What Today's Corporate Guests Really Need From Your Hotel (Spring 90)
- Using a Computer to Capture the Business Traveler Market (Fall 84)
- Travel Agent Survey Reveals Trends in Business and Corporate Travel (Summer 82)
- Bahamas
- C
- Caller Evaluation Programs
- Mastering Your Mystery Caller Evaluation Programs (Spring 97)
- Cancellations
- Cancellations and Overbooking: What the Law Allows (Winter 87-88)
- Careers
- Ron Couget: Remembering A 34-Year Career In Hotel Sales And Marketing (Fall 98)
- A Ten Step Plan For New Directors Of Sales And Marketing (Winter 97-98)
- Any Which Way But Up: Contending With The Career Plateau (Winter 88-89)
- A Dilemma For The Hospitality Career Woman - Creative Family Planning - 1996
- How To Help Yourself And Others Through Transition (Fall 96)
- Career Pathing In A Global Marketplace (Fall 95)
- The Sapphire Project (Spring 91)
- Hospitality Management: A Career Choice For Women Minorities - 1991
- Can You Afford To Retire? - 1989
- Strategic Career Marketing: Goal Setting And Goal Getting (Fall 89)
- You Can Move From Marketing To Management (Winter 88-89)
- Casino Hotels
- A Week In The Life Of A Hotel /Casino - 1992
- The Evolution Of The Casino Hotel: Atlantic City (Winter 86-87)
- The Evolution Of The Casino Hotel: Las Vegas (Winter 86-87)
- Catering Services
- Hotel Restaurants And Catering Services: Two Effective Sales Tools (Spring 88)
- It's Time To Automate Your Hotel Sales And Catering Offices (Spring 87)
- CD-ROM
- CD-ROM: The New Technology of Choice for Marketing Your Organization (Fall 94)
- Cognitive Dissonance
- Cognitive Dissonance And The Travel Prospect (Autumn 82)
- Managing Cognitive Dissonance To Build Repeat Business (Fall 95)
- Commercial Market Segment
- Forecasting The Commercial Market Segment: A Theoretical Approach (Fall 84)
- Communication
- Importance Of Nonverbal Selling Power (The) - 1998
- Understanding Today's New Communications And Using Them As A Means Of Selling Hotel Facilities - 1996
- How To Communicate With Foreign Prospects And Guests (Winter 93-94)
- Why Do You Have Two Ears And One Mouth? - 1991
- Negotiating For A Win-Win Situation - 1988
- What You Need To Know About Persuasive Communication (Spring 88)
- The Importance Of Selling Silently (Winter 84-85)
- Community Relations
- You Can Help Fight Hunger At Home (Fall 96)
- Community Relations: A Call For Leadership (Fall 95)
- The Rewards Of Doing Good (Fall 90)
- Compensation
- A Compensation Survey Of Today's Hospitality Sales And Marketing Executives (Fall 97)
- The Right Compensation Plan: The Route To Greater Hospitality Sales (Winter 95-96)
- Competition
- The New Rules Of The Game (Summer 98)
- Defusing The Sneak Attack: How To Discover Hidden Competition (Fall 91)
- Complaints
- Don't You Just Hate It When (Fall 94)
- The Customer Complaint: Make It Work For You (Fall 89)
- The Fine Art Of Handling Complaints (Winter 86-87)
- Computers
- The Year 2000 And Your Computer: Don't Let The Millenium Bug Bite You (Fall 98)
- Guest Satisfaction From Computers - 1998
- Balancing High Tech Vs High Touch In The Sales Process - 1997
- Computerized Sales Office In The Lodging Sales & Marketing Industry - 1997
- Computer Age Of Hotel Sales & Marketing -1997
- Hotel Sales And Marketing In The Computer Age - 1996
- Computer Tips That Save You Time And Money (Fall 95)
- CD-ROM: The New Technology Of Choice For Marketing Your Organization (Fall 94)
- Computerized Sales Force (The) - 1992
- Sales Office Automation As The Key - 1992
- Automation Is Our Key To Functioning In The Real World - 1991
- Benefits Of Computerization In The Group Sales Office (The) - 1990
- Computerized Sales Office (The) - 1989
- Computers - A Sales Tool: An In-House Feature Today But An In-Room Necessity In The Future - 1989
- Data Processing In The Hotel Sales Office (Fall 85)
- Data Processing In The Hotel Sales Office (Winter 85-86)
- The Total Computer Marketing Service: What It Can Do For You (Winter 84-85)
- Using A Computer To Capture The Business Traveler Market (Fall 84)
- Concierge
- Information: The Makings Of A Paper Concierge (Spring/Summer 89)
- The Concierge: The ultimate Amenity (Spring 87)
- Conference & Convention Service Manager
- Role Of The Convention Service Manager (The) - 1997
- Specialized Training Needs For Catering Sales Managers And Convention Service Managers - 1997
- Conference Service Manager / The Heartbeat Of A Meeting - 1991
- Pros & Cons Of A Career As A Convention Service Manager (The) - 1990
- Conference Centers
- It Takes More Than a New Name to Turn Your Hotel into a Conference Center (Winter 93-94)
- A New Approach to Marketing the Conference Center (Fall 84)
- Conference Calls
- Conference Calls That Work (Winter 99)
- Conferences
- A Quick Guide To Exhibiting At Trade Shows And Conferences (Fall 89)
- Contracts (Hotel)
- Guidelines For Writing A Comprehensive Hotel Contract (Summer 97)
- Controllers
- Turn Your Controller Into A Salesperson (Spring 88)
- Convention And Visitors Bureaus
- Advantages Of Partnering With Your CVB - 1998
- CVB As The Meeting Planner's Best Ally (The) - 1997
- Role Of The CVB In Sports Marketing (The) - 1997
- Utilizing A CVB "To The Max" - 1996
- CVBs: Service Is Our Watchword (Fall 95)
- Changing Role Of Convention And Visitor Bureaus (The) - 1994
- Getting The Most Out Of Your Cvb - 1992
- CVB Preparing For The 21st Century - 1992
- Role Of A Convention Bureau (The) - 1989
- Effective Use of A Convention Bureau (Winter 83-84)
- Convention Centers
- All About Convention Centers (Spring 87)
- Conventions
- A Look at Convention Services: A Research Model (Spring 91)
- Marketing and Administration of Meetings and Conventions: A Bibliography (Fall 89)
- How To Select The Right Convention And Trade Show (Spring 87)
- The Role of the Convention Service Manager In The Coordination Of A Convention (Autumn 82)
- CPR Training
- CPR Training: A "Must" For Your Property (Winter 86-87)
- Creativity
- Enhance Your Creativity to Supercharge Your Career and Your Organization (Fall 98)
- How To Put 10 Pounds of Creativity Into A 5 Pound Bag - 1991
- Crisis Communication
- A Crisis Communications Case Study (Summer 98)
- Communication: The Key to Successful Postcrisis Marketing (Winter 88-89)
- Hone Your Crisis Communications Skills (Winter 87-88)
- Cruise Industry
- It's Full Steam Ahead for the Cruise Industry (Spring/Summer 99)
- Maximizing Return In The Bahamas Cruise Market - 1997
- Cruise Industry In The 90's -Overbuilt Or Underdemand? - 1996
- Cruise Lines: Resort Industry's Biggest Competitor or Best Customer (Winter 84-85)
- Cruise Business May Be Sailing Your Way: Don't Miss the Boat (Spring 83)
- Cultural Tourism
- Cultural Tourism: How to Turn America's Love of the Arts Into Profitable Business (Winter 99)
- Customer Information
- Monitoring the Lifestyle Trends of the American Consumer (Fall 98)
- The Connected Consumer: Implications for Hospitality Sales and Marketing (Winter 96-97)
- Hotel Marketing for Tomorrow: The Customer Information Advantage (Fall 95)
- Family Ties: The Multimillion Dollar Sales Solution (Summer 92)
- Customer Service
- Moving from Selling Power to Customer Power (Summer 98)
- Disney's Approach to Guest Services (Summer 98)
- Good Service - Perception Or Reality? - 1997
- Customer Service And The Hospitality Industry - 1996
- Strategic Partnerships: Key to Customer Service and Industry Survival (Fall 95)
- Customer Driven Operations - 1992
- Increase Market Share Through Service (Winter 92-93)
- How to Establish a Corporate Service Culture (Winter 91-92)
- Hospitality Customer Service - Profits - 1991
- VFR'S The Mystery Guests - 1991
- It All Depends on Customer Service (Winter 87-88)
- Keys to Satisfying the Customer (Fall 87)
- Group Sales: What You Offer Versus What They Want (Spring 85)
- Service in the Hospitality Industry: The Profit Killer Management Failed to Master (Fall 84)
- Caller Evaluation Programs
- D
- Database Marketing
- What Is Database Marketing - 1997
- Database Marketing: The New Frontier In Revenue Enhancement (Fall 94)
- Debt Collections
- What To Do If Your Customer Doesn't Pay (Winter 91-92)
- Destination Management Services
- Hotels Competing with DMCs: An Industry Trend Worth Watching (Spring/Summer 99)
- Direct Mail
- The Right List: Your Key to a Successful Direct Mail Campaign (Fall 88)
- You Can Develop Direct Mail Marketing Programs that Produce Results (Winter 85-86)
- Direct Marketing
- Build Your Hotel's Customer Base Through Business to Business Direct Marketing (Winter 93-94)
- How to Make the Most of Your Direct Marketing Program (Summer 93)
- Business To Business Direct Marketing To Build Your Hotel's Customer Base - 1992
- Disabled Market
- The Disabled Market: Sensitive Service Matters (Winter 96-97)
- Distance Learning
- Distance Learning: Doing It Right (Fall 97)
- Diversity
- Enhancing Quality Through Diversity (Spring 97)
- Database Marketing
- E
- E-commerce
- E-Commerce: Now and In the Future (Spring/Summer 99)
- Egypt
- Effects Of A Political Crisis Upon Egypt's Hospitality Industry (The) - 1996
- E-mail
- Do's and Don'ts of E-Mail Correspondence (Spring/Summer 99)
- E-Mail, Today's Cutting Edge Of Technology In The Sales Force - 1998
- "E-Mail And The Internet" Changing The Communications Paradigm - 1996
- E-Mail Etiquette: A Primer (Spring 96)
- Educational Tours
- How to Plan and Operate Educational Tours in Europe (Autumn 82)
- Employees
- Overnight Success Takes Some Time (Fall 88)
- You Can Motivate Your Staff (Spring 86)
- Employee Meetings
- A Guide to Productive Meetings (Fall 89)
- Employee Relations
- Don't Look Now, But There's A Customer Standing Next to You (Summer 93)
- Ten Ways to Increase Your Value to Your Boss (Winter 91-92)
- You Can Correct Other People's Mistakes (Fall 90)
- Declare a Truce with the Back of the House (Spring 87)
- Employee Relocations
- Employee Relocations Mean Business for the Lodging Industry (Summer 87)
- Employee Training
- Training the Guest-Contact Employee (Fall 90)
- Hospitality Sales and Servicing Motivation and Training (Fall 89)
- Staff Training to Meet the Challenges of the New Customer (Spring 87)
- CPR Training: A "Must" for Your Property (Winter 86-87)
- Lights, Camera, Action! Uses of Video in the Hotel Industry (Spring 83)
- Employee Turnover
- A Study Of Employee Turnover In The Hospitality Industry And It's Effect On The Customer - 1997
- Employee Turnover In The Hotel Industry: Cause And Effect Relating To Guest Service - 1997
- Staff Turnover: How It Affects Hotel Marketing And The Bottom Line (Winter 95-96)
- Turnover In The Hotel Industry - 1992
- Hotel Sales Management Turnover Is It A Problem? - 1990
- How to Reduce Hotel Employee Turnover (Winter 88-89)
- Employment Interviews
- How to Interview If You Want to Hire the Best (Winter 95-96)
- Rules to Interview By (Winter 93-94)
- European Market
- The Impact of the European Union on Tourism and Travel (Winter 97-98)
- An Interview with Ingvald Fardal, A Distinguished Leader of Europe's Hospitality Industry (Fall 97)
- The European Market: A Study in Diversity (Fall 95)
- European Union
- EMU (The) - The European Monetary Union And Its Influence On The Hospitality Industry - 1997
- Impact Of The European Union On Tourism And Travel (The) -1997
- Environmental Issues
- From Eco-Lodge to First Class Business Hortel: Sensitivity to the Environment Sells (Fall 97)
- The Environmental Challenge: Turning Policy Into Action (Spring 96)
- Ethics
- Ethics- It's Not Just For The Other Guy, Anymore - 1997
- It's Time to Look at Industry Ethics (Spring 96)
- Exhibits
- A Quick Guide to Exhibiting at Trade Shows and Conferences (Fall 89)
- Increase Your Property's Group Business with Exhibits and Trade Shows (Summer 85)
- How to Effectively Exhibit at Customer Trade Shows (Summer 82)
- E-commerce
- F
- Familiarization Trips
- Conducting Fam Tours - Looking From The Outside In - 1997
- How To Conduct The Ideal Familiarization Trip - 1997
- Maximize Your Return on Site Inspections and Familiarization Trips (Spring 90)
- Fam Trips: Boon or Boondoggle? (Winter 85-86)
- Family Travel
- Marketing to the Home Front (Winter 92-93)
- Use a Pied Piper Technique to Lead Families to Your Hotel (Spring 87)
- Fax Marketing
- Fax Marketing: A Quick and Effective Way to Deliver Your Message (Spring 96)
- Feasibility Studies
- The Role of Sales Personnel in Hotel Industry Feasibility Studies (Summer 82)
- Franchising
- Important Factors In Choosing The Franchiser - 1996
- To Franchise Or Not To Franchise - 1989
- Franchise-Affiliated Hotels
- The Relationship of Marketing Expenditure to Revenue in Franchise-Affiliated Hotels (Summer 94)
- Frequency Programs
- Developing An In-House Frequent Guest Program - 1991
- How To Set Up A Successful Frequent Travelers/Secretary Club - 1991
- Front Desk
- Front Desk - "Personality" - 1997
- Front Desk Sales - Practical Tips For A Small Property Managers - 1995
- Familiarization Trips
- G
- General Managers
- General Manager's Role In Marketing (The) - 1996
- General Manager's Focus And Commitment To The Sales & Marketing Effort Is Essential In Today's Marketplace (The) - 1994
- Role Of The General Manager In Marketing (The) - 1992
- Importance Of The Hotel General Manager's Participation In The Sales Efforts (The) - 1991
- Role Of The General Manager In Sales & Marketing (The) - 1989
- Role Of The General Manager In Sales & Marketing (The); How It Relates To Its Many Elements - 1989
- A Hotel's Success Comes From the Top Down (Fall 87)
- Global Distribution Systems
- Hospitality Marketing Through Global Distribution Systems (Winter 95-96)
- Group Business
- Budget Business is Valuable Business in Good Times and Bad (Fall 98)
- Planning to Profit: Selling to the Group Tour Market (Summer 97)
- How to Attract Tour Groups to Your Property (Summer 92)
- Small Groups Can Mean Big Business (Winter 85-86)
- Increase Your Property's Group Business with Exhibits and Trade Shows (Summer 85)
- Group Sales: What You Offer Versus What They Want (Spring 85)
- Guest Questionnaires
- How to Design Effective Guest Questionnaires (Winter 85-86)
- Guest-contact Employees
- Training the Guest-Contact Employee (Fall 90)
- The Internal Marketing Concept: The Key to Guest Satisfaction (Winter 84-85)
- Guests
- A New Breed of Guest (Spring 85)
- General Managers
- H
- Health
- Inconspicuous Exercises to Do at Your Desk (Fall 91)
- Make Your Hotel a Healthier Place to Meet (Spring/Summer 89)
- Holidays
- How to Fill Rooms During the Holiday Season (Fall 91)
- Hospitality Consultants
- The Art of Selecting and Making the Most Effective Use of a Hospitality Consultant (Fall 90)
- Hospitality Industry
- New Trends In Hotel Hospitality - 1998
- Marriott Vs Hilton - Which Is The Hospitality Superstar - 1997
- "Ownership In The Hospitality Industry" - 1997
- A Study Of Reciprocal Trade Agreement For The Hospitality Industry - 1996
- Customer Service & The Hospitality Industry - 1996
- Hospitality Circle (The): Marketing Relationships For 2000 And Beyond - 1995
- History And Transformation Of The Hotel Industry In America - 1996
- The Hotel Industry in the 21st Century (Winter 87-88)
- An Interview with Adrian W Phillips (Winter 85-86)
- An Interview with David C Dorf (Summer 85)
- Events in Review (Spring 83)
- Events in Review (Autumn 82)
- Hospitality Marketing Students
- The Rewards of the Student Sales Blitz (Fall 91)
- Students Can Help Meet a Hotel's Research Needs (Spring 86)
- Puttin' on the Blitz (Summer 85)
- Hotel Case Studies
- The Making of a Boutique Brand: Starwood's W Hotels (Spring/Summer 99)
- What Marriott and Promus Are Doing to Find and Keep Good People in a Tight Labor Market (Spring/Summer 99)
- David Among the Goliaths (Winter 99)
- The Kimpton Group: Masters of Innovative Marketing and Product Design (Fall 98)
- Hotel Management Companies
- Hotel Management Companies Come to the Rescue (Fall 90)
- Hotel Representation Organizations
- Selling Prestige: A Look at a Unique Group of Hotel Representation Organizations (Spring/Summer 99)
- Hotel Restaurants
- Hotel Restaurants and Catering Services: Two Effective Sales Tools (Spring 88)
- Hotel Shops
- The Way to a Customer's Heart (Summer 93)
- Hotel Segments
- Hospitality Suites - 1997
- Villa Properties - How They Differentiate From Traditional Hotels And How To Market Them Successfully - 1996
- Bed & Breakfast Inns: The Alternative Accommodation For The Business Traveler Of The 90's - 1991
- Conference Center (The) It Takes More Than A New Name To Join Today's Leaders - 1991
- "Marketing The Airport Hotels: Where's The Magic Now?" - 1991
- Incremental Revenues By Means Of Community Supported Extended Stay Programs - 1989
- All-Suite Concept And It's Affect On The Hotel Industry (The) - 1988
- Airport Hotels: Meeting Trends
- Human Resources
- Are Your Employees Capable? - 1998
- Growing A Productive Garden - 1998
- Today's Successful Corporation Empowers Its Employees - 1998
- Employee Attitudes & Hotels Sales Rationale And Methodology For Attitude Change- 1997
- Ethics - It's Not Just For The Other Guy, Anymore - 1997
- Fate, Friends And Hard Lessons - 1997
- Internships: The Partnering Of Higher Education With Hospitality - 1997
- Job Share In Hospitality Sales And Marketing - 1997
- Performance Appraisal - 1997
- Sales Management Hiring Ethics In A South African Context - Protea Hotels & Inns - 1997
- Strategies To Retain The Top Sales Producers In A Group Hotel - 1997
- Search Of Quality In The Hotel Sales Effort: The Real Challenge For The Sales Executive
- Humor
- Humor: Rx for Hospitality Professionals (Spring 97)
- Health
- I
- Impact Studies
- New Hotel Encroaching on Your Territory?
- How to Quantify the Impact (Spring/Summer '99)
- Incentive Travel
- Reaching Company Meeting Planners And Incentive Travel Decision Makers (Spring 91)
- Incentive Travel - the Golden Ring (Fall 89)
- Incentive Travel: A Sales and Marketing Perspective (Winter 86-87)
- A Look at the Lucrative Incentive Travel Market (Spring 86)
- Independent Hotels
- Successful Selling Tactics For The Economy Property In Cancun - 1997
- Care, Feeding And Marketing Of An Independent Property - 1996
- Marketing and Promotional Ideas for Small Independent Properties (Fall 96)
- The Older Worker: A Productive Resource for the Hospitality Industry (Summer 94)
- Back To The Basics: A Guide For The Independent Non - Franchised Hotel - 1993
- A Week In The Life Of A Hotel /Casino - 1992
- Introduction Of The Marketing Concept To Small, Independent Hotels In Mexico - 1992
- Pet/Equine Hotel (The) (An Opportunity For The 90's) - 1991
- Improving The Profitability Of A Small Independent Hotel - 1989
- Sales & Marketing Of Villa Style Resort Properties - 1988
- Independent Planners
- The Customer in Transition: An Interview with a Third Party Planner (Winter 85-86)
- India
- A Look to India's Booming Hotel Industry (Spring/Summer 89)
- Inns
- Small is Sometimes Best (Fall 96)
- Interior Design
- What Guest Want in Hotel Interior Design (Fall 87)
- Internal Sales
- Internal Marketing: An Integrated Approach to Increased Profits (Spring 90)
- You Can Promote Your Hotel Services Through Internal Sales (Fall 86)
- International Marketplace
- Hospitality Marketing in a Global Community (Fall 98)
- Intercultural Competence as a Competitive Advantage (Winter 96-97)
- Global Consumer Segments: Buying Styles Around the World (Fall 96)
- Stay Competitive by Expanding Overseas (Winter 93-94)
- New Horizons: The Challenge of the International Marketplace (Spring 91)
- How to Service the International Travel Market (Summer 87)
- Ten Tips for Going International (Winter 85-86)
- International Travel by United States Citizens (Spring 83)
- International Marketing & Tourism
- Hospitality Marketing In Global Economy - 1997
- Marketing To The International Tourist - 1997
- The Incorporation Of Bahamian Culture In The Atmosphere Of A Hotel - 1997
- Effects Of A Political Crisis Upon Egypt's Hospitality Industry (The) - 1996
- Private Versus Public Sector Approach To Tourism In Nassau And Paradise Island - 1994
- Solicitation Of The Group Incentive Market To The Bahamas - 1994
- Developing Japanese Tourism - 1993
- Growth Potential Of European Tourism To The Caribbean - 1992
- International Owned & Controlled Hotels In The Bahamas - 1992
- Service Is The Key To Success For The Bahamas In The 90's - 1991
- International Tourism And The Lodging Industry - 1989
- Role Of Tourism In The Development Of The English Speaking Caribbean And The Marketing of The Caribbean In The US - 1988
- International Travelers
- The New Discovery of America: Where International Visitors are Going Today (Winter 93-94)
- Capitalizing on the FIT (Summer 92)
- How to Develop the Japanese Market for Your Hotel (Fall 90)
- Market Your Hotel Abroad (Spring 88)
- Selling to the Japanese Travel Industry is Slow but Profitable Business (Spring 86)
- Internet/World Wide Web
- Working with the Media: Publicizing Your Property Through Relationship Building (Winter 99)
- Net Enhancements: Six Features to Improve Your Web Pages and Generate Increased Awareness (Winter 99)
- The Virtual Metropolis: Marketing Cities on the Worldwide Web (Spring/Summer 99)
- Hospitality Sales Over The Net - 1998
- Linking Your Web Site "An Internet Marketing Tool" - 1998
- Travel And The Internet - 1998
- Demystifying the Net: Marketing Your Property on the World Wide Web (Fall 98)
- Meaningful Connections: Building Better Customer Relationships With the Internet and the Web (Fall 98)
- The Internet: The New Dynamics of Success in Communication (Summer 98)
- Internet Marketing Opportunities For Meeting Professionals - 1997
- Cyber-Mining For Profit In The Hospitality Industry - 1997
- In Search of the Right Search Engine (Fall 97)
- The Expedia Files: Microsoft Seeks to Lead the Online Travel Revolution (Fall 97)
- Using the World Wide Web to Market the Hospitality, Travel and Tourism Product or Services (Fall 97)
- Who's Doing What in Cyberspace: Online Options for Travelers (Summer 97)
- HSMAI in the Year 2010: A Week on the Information Superhighway (Summer 97)
- Increasing Sales Through Interactive Marketing (Spring 97)
- Hotel Marketing On The Internet - 1996
- Internet For The Hospitality World (The) - 1995
- Impact Studies
- J
- Japanese Market
- How To Develop The Japanese Market For Your Hotel (Fall 90)
- Selling To The Japanese Travel Industry Is Slow But Profitable Business (Spring 86)
- Japanese Market
- L
- Leadership
- Managing Your Stress Level For Success - 1997
- What It Takes To Be A Leader Today (Spring, 96)
- Developing Strong Salespeople Using Varied Leadership Styles - 1991
- Motivating Hotel Sales Executives For Greater Results - 1989
- Legal Issues
- Realities Of Legalities (The) - 1990
- Legal Affairs Management
- What Hoteliers Must Know About Legal Affairs Management (Spring/Summer 89)
- Cancellations and Overbooking: What the Law Allows (Winter 87-88)
- The New Tax Law: Implications for Travel Expense Management and Documentation of T&E Expenses (Spring 87)
- Knowing the Law - A Mark of a Good Sales Exec (Spring 84)
- What You Should Know About the Legalities of Overbooking (Fall 85)
- Leisure Time
- Overworked Americans or Overwhelmed Americans? (Summer 92)
- Leisure Travel
- Directed Play Vacations: Special Marketing Projects for Runaway Revenue (Winter 95-96)
- Capturing and Captivating the Canadian Leisure Traveler (Summer 94)
- The Ubiquitous Tourist is a Hotel's Best Friend (Fall 88)
- How to Sell to the Leisure Market Through Retail Travel Agents (Spring 86)
- Listening Skills
- The Art of Listening for the Sale (Summer 93)
- Learning to Listen (Fall 84)
- Luxury Market
- The Raddison Mark Plaza Meets the Challenge (Spring 90)
- Locating the Luxury Vacationers (Autumn 82)
- Leadership
- M
- Management Consultants
- When and How to Use Management Consultants (Fall 85)
- Market Capture Analysis
- Market Capture Analysis: Are You Getting Your Fair Share? (Fall 91)
- Market Analysis
- Psychographic And Lifestyle Analysis - 1997
- Usage Of Psychological Type In Sales & Marketing - 1990
- Market Research
- A Guide to Quick and Easy Market Research (Winter 93-94)
- Research: Laying the Groundwork for Success (Fall 89)
- Students Can Help Meet a Hotel's Research Needs (Spring 86)
- Use Low Cost Research Resources to Target Your Markets (Winter 84-85)
- Market Segmentation
- Association Marketing
- Selling To The State Association Market - 1995
- Associate Yourself With The Association Market And Increase Your Revenues - 1989
- Successful Marketing Of State Associations - 1989
- Successful Marketing Through Associations - 1988
- Corporate
- Understanding The Special Needs Of The Corporate Market - 1993
- Frequent Business Traveler: What Hoteliers Can Do To Attract This Lucrative & Demanding Market In The 90's (The) - 1992
- An Examination Of The Corporate Business Travel Market: Who Are Today's Corporate Travelers And What Are Their Real Hotel Needs? - 1989
- Qualifying The Corporate Group Market - 1988
- Ecotourism
- Ecotourism: Focusing On A "New Tourism Product" For The Bahamas - 1992
- Family Market
- When Business Travelers Bring the Kids Along (Winter 99)
- The Change From Group to Family (Summer 1997)
- Kids' Program For Hotels -1997
- Kids: Parents Don't Leave Home Without Them - How To Sell To The Family - 1990
- How to Sell to the Family Market (Spring 91)
- Foreign Individual Traveler
- Capitalizing On The Foreign Individual Traveler
- Fund-raising Groups
- Fund Raising Groups - An Excellent Way To Fill Your Hotel - 1988
- General
- Another Market Segment -Specialty Marketing Opportunities For The 90's - 1997
- Roaring Nineties (The): A Time For Alternatives - 1997
- Specialty Markets And How They Contribute To A Cities Economic Success- 1997
- "Relocation" Developing A Specialty Market - 1996
- Five Niche Markets to Target in the '90s (Spring 95)
- Specialty Market Segment: Do You Need Them? - 1992
- Developing a Balanced Market Mix (Winter 83-84)
- Golf Market
- Developing Golf as a Specialty Market for Your Property (Winter 91/92)
- Developing Golf As A Specialty Market For Your Property - 1991
- Government Market
- A Guide to the Federal Government Market (Winter 96-97)
- Yield Management In The Government Market - 1996
- How To Capture Business In The Federal Government Market - 1995
- A Guide To The Federal Government Meetings Market - 1995
- General Overview Of The Government Market - 1992
- You Can Capture a Fair Share of the $7 Billion Government Market (Winter 92-93)
- Guidelines for Developing the Government Market - Part II (Spring/Summer 89)
- Guidelines for Developing the Government Market - Part I (Winter 88-89)
- The Importance of the Government Market Segment (Summer 82)
- A Guideline For Developing the Government Market
- Group Tour Market
- Preparing For A Group Tour Marketplace - 1996
- Selling To The Group Tour Market - 1995
- Planning To Profit: Selling To The Group Tour Market - 1994
- Insurance Industry
- Insurance Market (The) - 1991
- Insurance Industry & Hotel Sales (The) - 1989
- Mature Market
- The Mature Market: Prime Travelers Who "Do It Their Way (Fall 94)
- Aged Hospitality - The Best Years Are Yet To Come - 1993
- Mature Traveler Market Segment: A Brief Overview - 1991
- Senior Citizens - Uncovering The Untapped Labor Resources - 1991
- Marketing & Hosting The Mature Market - 1989
- Don't Overlook the Buying Power of Senior Citizens (Spring 86)
- Military Market
- Understanding, Developing & Selling - The Military Reunion Market - 1996
- Military Reunions: Today's Hot Market (Winter 91-92)
- How To Sell & Service The Military Market - 1988
- Motorcoach Market
- Motorcoach Market (The)- A Guide To Success - 1997
- Motorcoach Market Segment As It Relates To A Full Service, Multi-Market Resort - 1988
- Smerf Market
- Importance, Challenges & Best Methods Of Developing Special Markets (Smerf) Group Business For Hotels - 1993
- Marketing To The Fraternal World - 1993
- Finding, Selling & Servicing The Smerf Market - 1989
- Travel Agent
- Value Of Advertising To The Travel Agent Marketplace - 1997
- Steps To Increase Your Travel Agent Related Business - 1996
- Women
- Women Business Traveler - A Market Worth Pursuing (The) - 1991
- Make You Property Attractive to the Businesswomen Traveler (Winter 86-87)
- What Do Women Business Travelers Want? (Winter 84-85)
- Association Marketing
- Market Share
- Is Market Share Important? (Spring 88)
- Marketing
- Hospitality Marketing In Global Economy - 1997
- Hotel Marketing On A Shoe String Budget - 1997
- Importance Of Cooperative Marketing For The Hospitality Industry (The) - 1997
- Preparacion De La Campana De Promocion -1997
- Tourism Destination (The): Marketing For Competitive Advantage - 1997
- Turning Sponsorship Into A Strategic Marketing Venture - 1997
- Why The Importance Of Promotional Marketing For The Hospitality And Travel Industry - 1997
- Marketing Styles: A Glossary of Terms From Today's Marketplace (Spring 97)
- How to Link Marketing Strategy to Relevant Social and Travel Trends (Spring 96)
- Bare Bones Marketing ** (A Personalized Approach) - 1996
- Important Factors In Choosing The Franchiser - 1996
- Marketing Channel Know How: An Update For The Hotel Executive - 1996
- Ten Keys For Effective Marketing: An Efficient Approach To Effective Marketing - 1996
- Tourism Destination: Marketing For Competitive Advantage - 1996
- Travel Marketing: Rediscovering The Basics - 1996
- Marketing in the 21st Century (Fall 95)
- Cognitive Dissonance And The Travel Prospect - 1995
- Sell Or Die" Are You Paying Enough Attention To Your Sales & Marketing Efforts? - 1995
- What Influence Does Marketing Plans Have On The Success Of A Business And Why Are They Important - 1994
- Relationship Of Marketing To Revenue In Franchise - Affiliated Hotels - 1993
- Marketing Films So You Want to Be in Pictures (Winter 92-93)
- Introduction Of The Marketing Concept To Small, Independent Hotels In Mexico - 1992
- Marketing Alternatives for Survival Today (Spring 91)
- A Systems Approach to Hotel Marketing (Fall 91)
- Marketing in Hard Times (Spring 91)
- Marketing A Marginal Hotel In An Economic Downturn - 1991
- Developing An In-House Frequent Guest Program - 1991
- How To Work Your Target Market - 1991
- How To Set Up A Successful Frequent Travelers/Secretary Club - 1991
- Rate Smart In The 90's - 1991
- Telemarketing In The 90's - How To's For Hotel Sales Office - 1991
- Market Capture Analysis; Are You Getting Your Fair Share? - 1990
- Recession: Marketing Alternatives For Survival In The Hotel Industry - 1990
- Valley Period Identification (How To Identify & Deal With Them) - 1990
- Internal Marketing: An Integrated Approach To Increased Profits - 1989
- Incremental Revenues By Means Of Community Supported Extended Stay Programs - 1989
- Marketing A New Hotel - 1989
- Cooperative Hotel Efforts - 1988
- Hotel Marketing Checklist: 111 Ways to Increase Occupancy (Fall 87)
- The Beginning of a Full House (Summer 87)
- Market Your Hotel's Assets (Summer 87)
- How to Organize Your Hotel's In-House Marketing Systems (Fall 86)
- Is Hotel Sales and Marketing a Profession? (Fall 86)
- Marketing or Sales? Some Confusion in the Hospitality Industry (Spring 84)
- Hotel Merchandising in the 1980s (Summer 82)
- How to Improve Your Personal Marketing Potentials (Summer 82)
- Marketing Management
- Marketing Communications: Who Does the Job and How? (Spring 96)
- Marketing Management - with the Emphasis on Management (Spring 85)
- Marketing Plans
- Components Of A Successful Marketing Plan (The) - 1998
- Marketing And Public Relations - Two Important Roles In The Marketing Plan - 1997
- What Influence Does Marketing Plans Have On The Success Of A Business And Why Are They Important - 1994
- How To Prepare A Marketing Plan - 1993
- A Marketing Plan For A Midsize Downtown Property - 1991
- How To Write A Hotel Marketing Plan - 1991
- How to Get Hotel Revenue Up When Travel Is Down (Fall 91)
- Take the Anxiety Out of the Hotel Marketing Plan (Spring 91)
- Developing a Marketing Plan Completely In-House Is Like Riding a Three-Legged Horse (Spring 90)
- How To Prepare A Marketing Plan - 1989
- How To Prepare A Marketing Plan -1989
- Developing a Marketing Plan: Guidelines for Your Property (Spring 85)
- How to Develop a Marketing Program for Local Business Promotion (Autumn 82)
- Marketing Representatives
- Consider Hiring a Marketing Representative (Summer 87)
- Marketing Staff
- Staff Your Marketing Division for Maximum Returns (Summer 94)
- Strategies for Motivating a Sales and Marketing Staff (Fall 87)
- Marketing Strategies
- Embracing Market Orientation (Winter 97-98)
- Richard Branson Talks About Marketing (Summer 97)
- How to Fill Rooms During the Holiday Season (Fall 91)
- Measure and Evaluate Your Hotel's Marketing Efforts to Reach Your Goals (Spring 90)
- The Importance of a Balanced Approach to Marketing Today (Spring/Summer 89)
- Strategies for Success: The Grand Hyatt, Washington, DC (Winter 88-89)
- You Can Develop a Customer-Magnetic Marketing Strategy (Winter 86-87)
- Successful National Promotions Can Be Cost Effective: Two Case Studies (Winter 85-86)
- The Role of Perception Studies in Marketing Strategy (Winter 84-85)
- Sales and Marketing Trends and Strategies for the 1980s (Spring 83)
- How to Develop Marketing Strategies (Autumn 82)
- Marketing Trends
- Marketing Trends In The New Millennium - 1998
- Hospitality Marketing In Global Economy - 1997
- Media
- Meet the Press: How to Work with Today's Travel Journalists (Summer 98)
- On the Record: 14 Steps to a Successful Interview (Winter 83/84)
- Media Plans
- A Guide to Developing An Effective Media Plan (Spring 83)
- Meeting Industry
- Event Planning With Style - 1998
- Internet Marketing Opportunities For Meeting Professionals - 1997
- Meeting Planners
- Current Perspectives and Practices in Meeting Planning (Fall 94)
- If I Were a Meeting Planner (Summer 93)
- Reaching Company Meeting Planners and Incentive Travel Decision Makers (Spring 91)
- The Growth of Intermediaries: Who Plans Meetings Now? (Winter 87-88)
- Closing a Sale with a Meeting Planner (Winter 83-84)
- Meetings
- Marketing and Administration of Meetings and Conventions: A Bibliography (Fall 89)
- Rise and Shine at Meetings (Fall 88)
- Meetings Market
- Tap Multicultural Meetings Market (Winter 93-94)
- The Insurance Meetings Market: Not for Resorts Only! (Spring 90)
- Hotels and the Meetings Market: A Look at the Future (Winter 84-85)
- The Meetings Market: Where the Research Is (Fall 84)
- Developing the Meeting Markets through Associations (Spring 84)
- Motivation
- Growing A Productive Garden - 1998
- Coming Of Empowered Teams (The) - 1997
- Inter-Departmental Relations: The Necessity Of Teamwork And How To Make It Happen - 1997
- Another Day Of Motivating Begins - 1996
- "Team" Sales Training - 1992
- Be Ahead, Keep Competitive - 1991
- Motivating Hotel Sales Executives For Greater Results - 1989
- Motivation Of A Hotel Sales Person - 1989
- Hospitality Sales and Servicing Motivation and Training (Fall 89)
- Team Building - The Key To Success - 1988
- Strategies for Motivating a Sales and Marketing Staff (Fall 87)
- You Can Motivate Your Staff (Spring 86)
- Management Consultants
- N
- National Account Management
- National Account Management (Summer 98)
- Negotiation
- You Can Be a Powerful Negotiator (Fall 88)
- Networking
- Great Connections: Honing Your Networking Know-How (Winter 95-96)
- Niche Marketing
- Niche Marketing (Summer 98)
- Nonverbal Communication
- The Importance of Selling Silently (Winter 84-85)
- National Account Management
- O
- Occupancy Taxes
- "Bed" Tax Dilemma (The) - 1989
- Online Marketer Column
- Navigation For Better Online Marketing (Winter 97-98)
- Think Globally, Market Locally (Summer 97)
- Linked for Success (Fall 97)
- (See Internet/World Wide Web)
- Openings
- Showcase Your Property With a Grand Opening (Spring 88)
- How to Establish an Effective Pre-Opening Hotel Sales Office (Winter 84-85)
- Operations
- Developing And Implementing A Mission Statement And Values For An Independent Hotel - 1997
- Inter-Departmental Relations - 1997
- So You Have Survived Downsizing - Now What? - 1997
- Strategies To Retain The Top Sales Producers In A Group Hotel - 1997
- Inter-Departmental Relations: The Necessity Of Teamwork And How To Make It Happen - 1996
- Management Infrastructure Required To Support Effective Relationship Selling - 1996
- Successful Turnarounds - A Blue Print For Success - 1995
- So, You're Changing An Affiliation - Are You Ready? - 1994
- Customer Driven Operations - 1992
- Relationship Of Well Trained Hotel Employees To The Sales & Marketing Effort (The) - 1991
- Interdepartmental Relations Of A Hotel As It Relates To The Hotel Sales Efforts - 1989
- Internal Marketing: An Integrated Approach To Increased Profits - 1989
- So Your Hotel Owners Have Decided To Renovate - 1989
- Overbookings
- Cancellations and Overbooking: What the Law Allows (Winter 87-88)
- What You Should Know About the Legalities of Overbooking (Fall 85)
- Occupancy Taxes
- P
- Packages
- Creating Packages That Sell (Spring 96)
- Developing Golf As A Specialty Market For Your Property (Winter 91-92)
- Try Designing Packages To Increase Occupancy (Spring 87)
- Paradigms
- Paradigms in Hospitality: The Industry is Evolving: Are You? (Summer 98)
- Partnering
- The Power of Partnering (Winter 95-96)
- Permission Marketing
- The Evolution of Relationship Marketing
- Into Permission Marketing (Spring/Summer 99)
- Persuasion Skills
- Portable Power for the 90s (Spring 97)
- Photography
- Looking Good: Ten Ways to Get More from Your Photography Budget (Spring 90)
- Physical Fitness
- Inconspicuous Exercises to Do at Your Desk (Fall 91)
- Positioning
- Product Positioning To Maximize Yield - 1995
- Greening Of The Hospitality Industry (The): Marketplace Positioning For The 90's - 1993
- Positioning! The First Planning Decision 1990
- The Greening of the Hospitality Industry: Marketplace Positioning in the '90s (Summer 94)
- Repositioning: Survival Response To Market Dynamics - 1988
- Repositioning: Recovery for Vintage and Distressed Hotels (Fall 86)
- Positioning: A Key to Building a Property's Image (Spring 86)
- Positioning as a Problem-solving Tool (Summer 82)
- Postcrisis Marketing
- Communication: The Key to Successful Postcrisis Marketing (Winter 88-89)
- Pricing Strategies
- Your Customers: The Key to Your Marketing and Pricing Strategies (Summer 92)
- Discounting is a Creative Pricing Strategy (Fall 87)
- Product Analysis
- How to Do a Competitive Product Analysis for Your Property (Winter 92-93)
- Professional Reading
- Mastering Your Professional Reading (Summer 85)
- Professional Speakers
- From a Speaker's Perspective: A Candid Commentary (Fall 87)
- Promotions
- Promotions - More Than Miles or Points (Spring/Summer 99)
- Property
- Your Property's Image: Have You Taken a Good Look Lately? (Summer 93)
- Public Relations
- Role Of Public Relations In Marketing A New Hotel - 1998
- A Public Relations Plan For A Small Hotel Company Into The Twenty First Century - 1997
- Marketing And Public Relations - Two Important Roles In The Marketing Plan - 1997
- Value Of Public Relations (The) - 1997
- Rebuilding the Image of Bioshere 2 (Winter 95-96)
- The Role of a Hotel's In-House Public Relations Department (Spring 95)
- Building A Better Marketing Program For A Smaller Hotel Through Public Relations - 1988
- Public Relations from an Editor's Perspective (Winter 88-89)
- Public Relations in the Marketing Mix (Fall 88)
- Hotel PR Professionals: Consider Joining the Club (Spring 88)
- Creative Public Relations Increases Profit (Fall 86)
- Public Relations: It Works for You (Fall 86)
- A Good Public Relations Plan Makes a Difference (Spring 86)
- A Public Relations Primer (Fall 85)
- Public Speaking
- Overcoming Presentation Anxiety in the Sales and Marketing Processions (Spring 95)
- Use Your Words to Take Command (Winter 97-98)
- Speakers Bureaus: A Resource for Hotel Sales Executives (Fall 86)
- Painless Public Speaking: A Short Course for Hotel Sales Executives (Spring 86)
- Packages
- Q
- Quality Control
- Make Your Property "User Friendly" Through Quality Control (Spring 90)
- Quality Control
- R
- Radio Advertising
- How To Grab Your Prospects By The Ear (Fall 94)
- Rating Systems
- How Mobile and AAA Determine Your Hotel's Rating (Fall 85)
- Recruitment
- Tips on Recruiting the Service Personnel You Need (Winter 88-89)
- Excellence in Hiring (Fall 84)
- Changing Trends in Leadership in the 1980s (Summer 82)
- Relationship Marketing
- Prescriptions for Relationship Selling in the Quality Era (Winter 99)
- Relationship Marketing: A Powerful Tool for Personal and Business Success (Fall 97)
- Sales Relationships: The Key to Results and Rewards in Selling (Fall 96)
- Customers for a Lifetime: Building Consumer Loyalty Through Relationship Marketing (Spring 95)
- Hospitality Circle (The): Marketing Relationships For 2000 And Beyond - 1995
- Renovation
- How the Roosevelt Hotel Made a Profit on Rooms Under Construction (Spring/Summer 89)
- Reservation Sales
- Reservation Sales: Point of Sales or Cost of Sale? (Fall 96)
- Reservation Sales: Point Of Sale Or Cost Of Sale - 1995
- Reservations Systems
- Hotel Reservations: The Power of High-Tech Systems (Fall 94)
- Developing an In-House Frequent Reservation Program (Winter 92-93)
- Electronic Markets for Hotel Services (Fall 91)
- Reservations Systems That Meet Today's Marketing Challenges (Spring 91)
- Third Party Reservation Systems: The Opportunities and Potential Pitfalls for the Hospitality Industry (Spring 84)
- Resort Guests
- Borrow Private Club Techniques to Satisfy Today's Resort Guest (Summer 87)
- Resumes
- Is Your Resume a "No" of a "Maybe"? (Summer 85)
- Revenue & Yield Management
- Improving The Profitability Of A Medium Size Property - 1997
- Revenue Management Process - 1997
- Improving The Profitability Of A Medium Size Property -1996
- Yield Management In The Government Market - 1996
- Product Positioning To Maximize Yield - 1995
- A Common Sense Approach To Establishing Room Revenue Goals - 1995
- Yield Management Offers Hoteliers The Competitive Advantage - 1991
- Hotel Yield Management - 1989
- Improving The Profitability Of A Small Independent Hotel - 1989
- Risk Management
- A Risk Management Program Is the Best Line of Defense (Spring 87)
- Radio Advertising
- S
- Sales
- Are You Ready for Hotel Sales In 2000? - 1998
- Importance Of Nonverbal Selling Power (The) - 1998
- Hospitality Sales 2000: Art Vs Science - 1998
- Age Of Creativity In Hospitality Sales (The) - 1997
- Just What To Do Thru Profits And Training Have To Do With Our Greatest Sales Tool? - 1997
- Effective Field Trip - A How To Approach To Planning, Execution And Follow Up - 1997
- Importance Of Great Salesmanship In The Hotel Industry Today (The) - 1997
- Sales Office Structure For The 21st Century - 1997
- Site - Sell It To Everyone - 1997
- Successful Selling Tactics For The Economy Property In Cancun - 1997
- Trends In Hotel National/Regional Sales Offices - 1997
- Value Of Integrity Selling In The Hospitality Industry (The) - 1997
- Option In Hotel Sales - 1996
- Managing The Sales Process In A Sellers Market - 1996
- Improving Group Sales Success: The Quantification Of "Tentatives And Definites" (Fall 96)
- Art Of Selling (The) - 1995
- Evolution Of Food & Beverage Profit In The Sales Industry (The) - 1995
- Reservation Sales: Point Of Sale Or Cost Of Sale - 1995
- Sell Or Die" Are You Paying Enough Attention To Your Sales & Marketing Efforts? - 1995
- Successful Sales Tactics For Luxury Hotels - 1995
- Hone Your Analytical Skills To Increase Sales Effectiveness - 1994
- The Hotel Sales Process: Are We Really Catering to Our Prospects' Perceptions? (Fall 94)
- Traditional Values: The New Order in Hospitality Sales (Winter 92-93)
- An Analysis Of Emerging Trends For The Regional Sales Office - 1992
- Sales Training: The Link To Success - 1992
- Hotel Sales: The Nineties Tools Of The Trade - 1991
- How To Organize & Conduct An Effective Sales Blitz - 1991
- Manual Hotel Sales Trace Systems: Implementation, Maintenance & Documentation - 1991
- Selling & Surviving Through Difficult Economic Times - 1991
- ("Sink Or Swim") The Training Of A Hotel Sales Manager - 1991
- What's Your CQ? (Spring 91)
- A Look At The Changing Sales & Catering Relationships - 1989
- Writing & Negotiating Effective Hotel Sales Contracts - 1989
- Secrets of Influence (Spring/Summer 89)
- Turn Your Controller into a Salesperson (Spring 88)
- "Nobody's Out Knocking On Doors" (Winter 87-88)
- Back to Basics (Summer 87)
- You Can Improve Your Sales Effectiveness (Spring 87)
- Is Hotel Sales and Marketing a Profession? (Fall 86)
- Let's Dispel Some Myths (Spring 85)
- Marketing or Sales? Some Confusion in the Hospitality Industry (Spring 84)
- Sales and Marketing Trends and Strategies for the 1980s (Spring 83)
- Effecting Selling
- Let's Dispel Some Myths
- Sales Blitzes
- The Rewards of the Student Sales Blitz (Fall 91)
- Blitzes and Sales Calls: Indispensable Selling Tools (Winter 86-87)
- Puttin' on the Blitz (Summer 85)
- Sales Calls
- Bring Your Sales Calls to Life (Spring 95)
- Blitzes and Sales Calls: Indispensable Selling Tools (Winter 86-87)
- How to Beat Call Reluctance (Fall 88)
- Sales Contracts
- How to Write an Effective Hotel Sales Contract (Spring 90)
- Sales Directors
- The Secrets of Top Salespeople (Spring 96)
- Guidelines for the First-Time Director of Sales (Spring 91)
- Qualifications and Responsibilities of Today's Director of Sales (Spring 83)
- On the Values of Hotel Sales Managers (Summer 82)
- Sales Incentives
- Sales Incentives & The Hotel Industry - 1996
- Incentive Plans As They Relate To Hotel Sales Profession - 1992
- Sales Incentives In The Hotel & Resort Industry - 1991
- Sales Offices
- Sales Office Structure For The 21st Century - 1997
- Computerized Sales Office In The Lodging Sales & Marketing Industry - 1997
- A Sales Office In The Home - Pros & Cons - 1994
- Sales Office Automation Is the Key to Profitability (Summer 94)
- Sales Office Automation As The Key - 1992
- Telemarketing In The 90's - How To's For Hotel Sales Office - 1991
- Computerized Sales Office (The) - 1989
- It's Time to Automate Your Hotel Sales and Catering Offices (Spring 87)
- Data Processing in the Hotel Sales Office (Winter 85-86)
- Data Processing in the Hotel Sales Office (Fall 85)
- Fifty Questions to Ask Yourself About Your Hotel Sales Office (Summer 85)
- How to Establish an Effective Pre-Opening Hotel Sales Office (Winter 84-85)
- The Role of the Regional Office in Hotel Sales and Marketing (Spring 84)
- Sales Professionals
- A Perspective Of Gender Roles In The Hotel Sales Executive Position - 1997
- Calling Baton Rouge … The Changing Role Of The Hotel Sales Manager - 1997
- Role Of The Maturing Hospitality Sales Person - Where Do They Fit? -1997
- Importance Of Great Salesmanship In The Hotel Industry Today (The) - 1997
- Role Of The Maturing Hospitality Salesperson - Where Do They Fit? - 1996
- Train Your Sales Staff To Stay" - 1996
- Hotel Sales Professional Of The 90's (The) - 1994
- The SELLsational Mindset: What It Takes to Succeed in Sales (Summer 93)
- What Constitutes An Outstanding Salesperson - 1992
- Developing Strong Salespeople Using Varied Leadership Styles - 1991
- ("Sink Or Swim") The Training Of A Hotel Sales Manager - 1991
- Developing Loyalty and Commitment in Your Sales Staff (Fall 91)
- The First Impression: You Only Get One Chance (Spring 91)
- Human Resource Management in Hotel Sales (Fall 90)
- Keep In Touch (Fall 90)
- Be a Winner Every Day of Your Life (Spring 90)
- Developing Loyalty & Commitment In The Sales Staff - 1990
- Guidelines For The First Time Director Of Sales - 1990
- Hotel Sales Management Turnover Is It A Problem? - 1990
- Motivating Hotel Sales Executives For Greater Results - 1989
- Motivation Of A Hotel Sales Person - 1989
- Writing & Negotiating Effective Hotel Sales Contracts - 1989
- Search Of Quality In The Hotel Sales Effort: The Real Challenge For The Sales Executive
- How to Spot Super Salespeople at a Glance (Fall 89)
- How to Develop a Dynamic Sales Team (Winter 87-88)
- Polish Your Professional Image (Winter 87-88)
- Strategies for Motivating a Sales and Marketing Staff (Fall 87)
- Eight Qualities of a Professional Salesperson (Fall 87)
- You Can Learn to be a Lucky Salesperson (Winter 85-86)
- The Inner and Two-Winner Side of Selling (Spring 85)
- Selling Effectively: The Buyer Blending System (Summer 85)
- Why Buy Here (Summer 85)
- Seven Steps to Successful Selling (Spring 85)
- An Interview with Michael A Leven (Spring 84)
- Sales Training
- Comprehensive Hotel Sales Training: An Industry Must (Summer 94)
- Hospitality Sales and Servicing Motivation and Training (Fall 89)
- How to Select, Train, and Motivate a Sales Staff (Spring 84)
- Increase Profitability with TEAM Sales Training (Summer 93)
- The Link Between Goals, Sales Behavior, and Training (Fall 85)
- Sales Trips
- Burn Down the Door! (Spring 84)
- Satellite Communication
- Satellite Communication - New Tool for Hotel Marketing (Summer 85)
- Seller's Market
- Selling in a Seller's Market (Summer 1998)
- Confronting the Bull n Today's Market (Winter 97-98)
- Site Inspections
- Hotels Site Inspection Has Changed Due To The Demand For Increased Meetings And Enhanced Technology - 1997
- Maximize Your Return on Site Inspections and Familiarization Trips (Spring 90)
- Site Selection
- Site Selection Outsourcing: Creating A Win-Win - 1996
- Spas
- Historical Origins And Evolution Of The Modern American Spa (The) - 1998
- Health Spas: An Amenity that Attracts Business (Winter 96-97)
- Special Events
- Special Events at Your Hotel Can Spell Profits (Spring 85)
- Special Markets
- Special Markets: The Challenges and Rewards (Summer 94)
- Special Needs
- Does Your Hotel Welcome Handicapped Guests? (Fall 86)
- Meeting the Needs of Your Blind Guests (Fall 94)
- Win by Understanding the Special Needs Market (Fall 88)
- Sports
- Winning at the Sports Travel Game (Fall 98)
- Sports Teams: Book Them and Profit (Winter 92-93)
- Developing Golf as a Specialty Market for Your Property (Winter 91-92)
- How to Choose a Tennis Pro for Your Property (Summer 85)
- Sports Groups, Teams and Tournaments (Summer 82)
- Statistical Information
- Where To Find And How To Use Statistical Information - 1989
- Stress Management
- One-Minute Stress Busters (Winter 96-97)
- Staying Healthy in an Uptight Job (Spring 95)
- Gear Up for Your Busy Season (Spring 88)
- Travel Stress Can Be Controlled (Fall 88)
- You Can Control Job Related Stress (Fall 86)
- Suite Hotels
- The Impact of All-Suite Hotels on the Hotel Industry (Fall 89)
- Sales
- T
- Target Marketing
- Five Niche Markets to Target in the '90s (Spring 95)
- Travel Target Marketing: How to Sell by Using Leisure Guest Profiles (Winter 91-92)
- Tax Law
- The New Tax Law: Implications for Travel Expense Management and Documentation of T&E Expenses (Spring 87)
- Tea Service
- Tea for Two - or Two Hundred (Fall 87)
- Team Marketing
- Team Marketing: A Case Study (Spring 97)
- Technology
- How Technology Is Changing Today's Hotel Sales & Marketing Techniques- 1996
- Teleconferencing
- Teleconferencing Can Increase Your Hotel's Profitability (Winter 86-87)
- Telephone Use
- A Successful Sale May by Only a Phone Call Away (Spring/Summer 89)
- The Telephone: Friend or Foe? (Fall 87)
- How to Solve the Problem of Unreturned Phone Calls, Unanswered Letters (Winter 84-85)
- Please Don't Reach Out and Touch Me (Winter 84-85)
- Television And The Movies
- The Impact of Television and the Movies on Travel Products (Spring 97)
- Tracking The Impact Of Television And The Movies On Travel Destinations & Products - 1996
- Terrorism
- Terrorism and Tourism (Spring 97)
- Effects Of A Political Crisis Upon Egypt's Hospitality Industry (The) - 1996
- Tourism And Terrorism - 1996
- Tennis
- How to Choose a Tennis Pro for Your Property (Summer 85)
- Time Management
- Take Control of Your Life with Effective Time Management (Winter 95-96)
- Take Control: How to Manage Your Hectic Schedule (Fall 91)
- Sales Time Quiz? (Fall 86)
- It Takes a Week to Learn How to Get Things Done (Fall 85)
- Timesharing
- The Hotel Industry Tackles Timesharing (Winter 92-93)
- Tourism
- Enhanced Tourism Development In The Bahamas And The Emergence Of All-Inclusive - 1997
- Important Role Of The Resort Investor In An Economy Driven By Tourism (The) - 1997
- The Tourism Destination: Marketing for Competitive Advantage (Spring 97)
- 2001: A Travel Odyssey (Winter 96-97)
- Getting Hooked On Travel Industry - 1996
- Tourism Destination: Marketing For Competitive Advantage - 1996
- Travel Marketing: Rediscovering The Basics - 1996
- Tourism Accreditation Programs: A New Marketing Tool (Fall 96)
- TIA's Travelmeter: Spring Travel Forecast (Spring 96)
- Marketing Tourism - 1994
- Capturing & Captivating The Canadian Leisure Traveler - 1993
- Growth Potential Of European Tourism To The Caribbean - 1992
- International Tourism And The Lodging Industry - 1989
- Capitalizing On The Foreign Individual Traveler
- An Excerpt from a Report of the Travel and Tourism Industry in the United States (Winter 91-92)
- Statement on Tourism (Fall 88)
- The Role of Tourism in Our National Economy (Spring 88)
- Reflections (Fall 85)
- Trends in Travel: 1985 and Beyond (Spring 85)
- Travel and Tourism: Building a Prosperous America (Fall 84)
- The World and John Alden (Summer 82)
- Readings in Review (Summer 82)
- Tourism Development
- Enhanced Tourism Development In The Bahamas And The Emergence Of All-Inclusive - 1997
- Public -Private Partnerships In Tourism Development And Marketing - 1997
- Private Versus Public Sector Approach To Tourism In Nassau And Paradise Island - 1994
- Role Of Tourism In The Development Of The English Speaking Caribbean And The Marketing Of The Caribbean In The US - 1988
- Trade Shows
- Maximizing Your Result At Trade Shows - 1997
- The Big Show: Trade Show Advertising - 1997
- Show Business: The Real Value of Trade Shows (Fall 97)
- Tips for Exhibitors: How to Have a More Productive Trade Show Experience (Spring 96)
- "Show & Sell" Dynamics Of Trade Show Selling - 1996
- Trade Show's Over; What's Next? (The) - 1995
- Trade Shows: A Vital Economic Tool - 1992
- Vision 2000: The Future Of The Exposition Industry - 1992
- A Quick Guide to Exhibiting at Trade Shows and Conferences (Fall 89)
- How to Select the Right Convention and Trade Show (Spring 87)
- Increase Your Property's Group Business with Exhibits and Trade Shows (Summer 85)
- How to Effectively Exhibit at Customer Trade Shows (Summer 82)
- Travel Agents
- Agents Are Using Hotel Sales to Bond to Customers (Summer 98)
- Trends in Travel for 1994 and Beyond: The Travel Agency Market is Key (Winter 93-94)
- Expand Your Sales Potential by Marketing to Travel Agents (Summer 93)
- How to Sell to the Leisure Market Through Retail Travel Agents (Spring 86)
- How to Work Effectively with Travel Agents (Spring 85)
- Training
- Driving Toward Excellence (Summer 98)
- Just What To Do Thru Profits And Training Have To Do With Our Greatest Sales Tool? - 1997
- Specialized Training Needs For Catering Sales Managers And Convention Service Managers - 1997
- Train Your Sales Staff To Stay" - 1996
- How Important Is Hotel Management/Training For The New Hires In Our Current Economy - 1994
- To Train Or Not To Train (Consider The Consequences) - 1992
- ("Sink Or Swim") The Training Of A Hotel Sales Manager - 1991
- Trends
- New Trends In Hotel Hospitality - 1998
- The Current and Future Hospitality Sale and Marketing Professional (Fall 98)
- The Key is Gone - the Card is Going - and he Touch is Coming (Summer 97)
- Trends In Hotel National/Regional Sales Offices - 1997
- Value Of Integrity Selling In The Hospitality Industry (The) - 1997
- Capitalize on Trends: Business Tips for the 1990's (Winter 95-96)
- Target Marketing
- U
- Upscale Market
- Affluence Vs Wealth: The Revolution In The Upscale Market (Winter 97-98)
- Upscale Market
- V
- Video Marketing
- Video 101: Creating Successful Marketing Videos (Winter 95-96)
- A Guide To Video Marketing (Winter 91-92)
- A Comprehensive Guide To Video Marketing In The Hotel Industry - 1991
- Marketing With Video (Fall 85)
- Lights, Camera, Action! Uses Of Video In The Hotel Industry (Spring 83)
- Video Marketing
- W
- Weddings
- Here Comes The Bride to Your Hotel (Winter 86-87)
- Women
- Make You Property Attractive to the Businesswomen Traveler (Winter 86-87)
- What Do Women Business Travelers Want? (Winter 84-85)
- Workspace
- Deskmanship (Winter 91-92)
- World Wide Web
- Hospitality in Cyberspace: Designing Your Worldwide Web Site (Winter 96-97)
- Untangling the Vocabulary of the World Wide Web (Fall 96)
- Using the World Wide Web to Promote Your Organization (Fall 95)
- (Internet/ World Wide Web)
- Written Communication
- How to Write Sales Letters That Sell (Spring 95)
- Simplify Your Correspondence (Fall 91)
- Write to the Top: Polishing Your Words Will Polish Your Career (Winter 88-89)
- Right Writing: Principles and Practice (Spring 86)
- Written Correspondence
- How to Solve the Problem of Unreturned Phone Calls, Unanswered Letters (Winter 84-85)
- Weddings
- Y
- Yield Management
- Yield Management: A Competitive Advantage In The Nineties (Summer 92)
- Yield Management
