Sales Force Technology for the Hospitality Industry

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Author(s): Ruth Rios-Morales (University of Glion,Switzerland)and John C. Crotts (College of Charleston, USA)
Copyright: 2012
Pages: 15
Source title: Global Hospitality and Tourism Management Technologies
Source Author(s)/Editor(s): Patricia Ordóñez de Pablos (Universidad de Oviedo, Spain), Robert D. Tennyson (University of Minnesota, USA)and Jingyuan Zhao (University of Québec at Montréal, Canada)
DOI: 10.4018/978-1-61350-041-5.ch009

Keywords: Business & Management / Business Science Reference / Hospitality, Travel & Tourism Management / Hospitality, Travel, and Tourism Management

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Abstract

Advancements in Sales Force Automation (SFA) is rapidly changing the landscape in how meeting planners and hotel sales professionals do business with one another. This chapter highlights where those changes are occuring, why they are occuring, and what they mean to both buyers and sellers. The intent of this overview is to inform hotel owners and investors who are considering such an investment as to the benefits that can potentially be derived from SFA. Furthermore, our intent is to provide hospitality educators insights as to how SFA is changing the workplace of both meeting planners and hotel sales professionals so they can provide their students a realistic view of the software aids they may need to master to be successful in their careers.

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