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Convention Sales and Services, Ninth Edition


This textbook provides readers with the most current and comprehensive coverage of the convention and meetings industry, with an in-depth look at conventions and meetings marketing, how to successfully sell to groups, and how to service their business after the sale. The first half of the textbook provides an overview of the industry and discusses the methods used to reach and market to meeting planners. The second half of the book provides an in-depth look at how to manage the various aspects of large group meetings and conventions, including registration; group room blocks; convention security; the shipping, setting up, and dismantling of exhibits; and the post-convention meeting.



Convention Sales and Services, Ninth Edition

The ninth edition includes discussions of the impact of technology, both as a tool for sales and service and as a desired amenity for meeting and convention groups. This edition also looks at changing demographics, in particular, Millennials; and the increasing influence of meeting planners on a hotel’s sales and servicing strategies. The textbook includes two new sidebar features, “More Online” and “Worth Watching,” which encourage students to further explore the book’s content online through articles, white papers, videos, and educational resources. The book also includes “Industry Profiles” and “Best Practices” boxes to inspire readers.

Please Note: 

This textbook does not include an AHLEI-graded final exam that leads to a certificate of completion.

Author: James R. Abbey, Ph.D.

©2016, 18 chapters, Softbound

ISBN 978-0-9621710-7-2


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