Title
Second-Chance Scluing
Abstract
Hoteliers may be overlooking an opportunity to increase revenues with few additional costs. By establishing specific values for business that has already been booked, hotel managers can encourage salespeople to increase the productivity of existing resources through second-chance selling. Working in conjunction with catering, convention services, and other departments, the sales force can become more effective in extracting profit from booked business. If salespeople have clearly established goals and objectives and a second chance to increase their rewards, they may work harder to achieve the goals. Moreover, the group-service departments will no longer have adversarial goal structures and may work in better harmony. The hotel will increase its profits and the meeting guest will be better served. © 1994, Sage Publications. All rights reserved.
Publication Date
1-1-1994
Publication Title
Cornell Hotel and Restaurant Administration Quarterly
Volume
35
Issue
5
Number of Pages
76-81
Document Type
Article
Identifier
scopus
Personal Identifier
scopus
DOI Link
https://doi.org/10.1177/001088049403500518
Copyright Status
Unknown
Socpus ID
84972708643 (Scopus)
Source API URL
https://api.elsevier.com/content/abstract/scopus_id/84972708643
STARS Citation
Quain, William J.; Lebruto, Stephen M.; and French, Michael, "Second-Chance Scluing" (1994). Scopus Export 1990s. 212.
https://stars.library.ucf.edu/scopus1990/212