Profiting through Teamwork: The Role of the Revenue Management and Sales Functions in Group Revenue Management

Material TypeArticleLanguageEnglish
TitleProfiting through Teamwork: The Role of the Revenue Management and Sales Functions in Group Revenue Management Author(S)Breffni M. Noone (Author)
Abstract  Revenue management and sales staffs collaborate substantially in making decisions regarding rate setting, accepting group business, and forecasting. However, according to a survey of 82 sales and revenue management executives at three hotel chains (47 revenue managers and 35 sales executives), hotels could foster even better coordination between revenue management and sales by educating each group regarding the other group’s responsibilities. ...Paginationp 407-420
SubjectHome economicsDescriptorsHospitality industry
Journal TitleCornell Hospitality Quarterly  
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