chapter  9
Sales Strategies for Destinations and Venues: Practice Introduction Destination and venue selling strategies Handling enquiries effectively Submitting professional bids and sales proposals Managing site inspections and showrounds Negotiation skills Maximizing impact through cross-selling (business extenders) Summary Review and discussion questions Sources
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Summary of Chapter Contents This chapter explores the practical implementation of sales strategies and identifies the skills, knowledge and activities required by destination and venue sales teams. It also suggests ways through which the economic impact of successful bids can be maximized by encouraging leisure extensions to business trips.