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Backyard selling continues to be the best approach for hotels. This text presents basic techniques and strategies that still get great results. I personally give each new Ayres sales person a copy, and insist they read every page. The smart ones read it more than once, and refer to it regularly. I highly recommend this book for training hotel sales people.
There is no better. Jim Roos, President, Ayres Hotels
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Table of Contents
Common Sense Thoughts On The Fundamentals
Chapter 1 Identifying Your Customers
Chapter 2 The Many Ways to Reach and Influence Customers
Chapter 3 The Difference Between Marketing and Sales
Chapter 4 The Value of Outside Resources
Common Sense Thoughts on the Tools Available to You
Chapter 5 10 Most Important Characteristics of a Sales Professional
Chapter 6 Knowing Where Your Business Originates
Chapter 7 Finding Business Leads Can Be Easier Than You Think
Chapter 8 Keeping the Business You Have
Chapter 9 Some Careful Digging Will Help Uncover Lots of Profit
Chapter 10 Building New Business
Chapter 11 Recognizing the Value of the " Small Meetings" Markets
Common Sense Thoughts on Strategies to Make You Successful in Hotel Sales
Chapter 12 Understanding the Role of Sales
Chapter 13 New Year's Resolutions
Chapter 14 Everyone Should Know What the Sales Department Does
Chapter 15 Smaller Properties Have a Distinct Need for a Sales and Marketing Plan
Chapter 16 Marketing Plans Cannot Sit on Shelves
Chapter 17 Using Your Business Card as an Effective Sales Tool
Chapter 18 The Power of Breakfast
Common Sense Thoughts on Making Your Sales Efforts Work
Chapter 19 Sales Leadership Techniques ... "ing" is actually a verb
Chapter 20 Sales Leadership Techniques ... "ing" is actually a verb (Part 2)
Chapter 21 Employing This Proven Formula Should Give Boost to Sales Activity
Chapter 22 A Blueprint for Bigger Payoffs From Your Sales Efforts
Chapter 23 "It's a Wonderful Day in the Neighborhood": Hometown Business
Chapter 24 Who Would Like to Have an Additional 10 Sales People at Virtually No Cost?
Chapter 25 Extending Your Sales Team or Make Travel Agents Part of Your Sales Programs
Chapter 26 Front Line Sales People
Chapter 27 Trade Shows Can Be Invaluable If ...
Chapter 28 Sales Blitzes: A Look At the Benefits of Team Efforts
Chapter 29 The Student Blitz: A Not So New Technique For Building Sales
Chapter 30 Principles of Profitability: Points to Ponder
Chapter 31 It Should Take Two to Say NO
Chapter 32 Act As If You Are Number Two
Common Sense Thoughts on Communication
Chapter 33 Enthusiastic Attitude Will Pay Off for Hotel Salespeople
Chapter 34 There Should Be No Such Thing As "Limited Service"
Chapter 35 Sales Income Often Depends On Incoming Phone Calls
Chapter 36 Listen Carefully
Chapter 37 Letter Writing Hints
Chapter 38 Solving the Problem of Finding Problem Solvers
Chapter 39 Understanding Body Language
Chapter 40 Lobby Lizard
Common Sense Thoughts on Perspective
Chapter 41 A Self-Evaluation Test for General Managers
Chapter 42 Matching Benefits to Features
Chapter 43 The Use of Incentives Can Boost Revenues in Off-Peak Periods
Chapter 44 Understanding the Basics of Market Segments
Common Sense Thoughts on the Inner Workings of a Successful Hotel Sales Effort
Chapter 45 Using the Sales Staff Effectively or The Sales Staff Must Have Time to Sell
Chapter 46 The Importance of Job Descriptions
Chapter 47 Possible Sources and Methods of Recruiting Qualified Individuals
Chapter 48 Factors for Successful Interviewing
Chapter 49 Sample Interview Questions
Chapter 50 Office Space
Closing Thoughts
The Single Most Effective Sales Tool There Has Ever Been
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