chapter  7
35 Pages

Convention Sales Negotiations and Contracts

Today, it would be considered an unwise business practice to plan an event without a contract for the facilities and each service to be utilized. Not so long ago contracts of this type were only one or two pages in length and usually written by the director of sales. The art of negotiation has always been an important skill to master, but it became much more of a challenge as revenue management entered our vocabulary. In this chapter we will examine all of these important subjects, and review some samples of current contracts in use.