| Publication type: | Book part |
| Type of review: | Editorial review |
| Title: | Sales force technology for the hospitality industry |
| Authors: | Rios-Morales, Ruth Crotts, John C. |
| DOI: | 10.4018/978-1-61350-041-5.ch009 |
| Published in: | Global hospitality and tourism management technologies |
| Editors of the parent work: | Ordonez de Pablos, Patricia Tennyson, Robert D. Zhao, Jingyuan |
| Page(s): | 136 |
| Pages to: | 150 |
| Issue Date: | 2011 |
| Publisher / Ed. Institution: | IGI Global |
| Publisher / Ed. Institution: | Hershey |
| ISBN: | 978-1-61350-042-2 978-1-61350-041-5 |
| Language: | English |
| Subject (DDC): | 338: Production |
| 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. |
| URI: | https://digitalcollection.zhaw.ch/handle/11475/13733 |
| Fulltext version: | Published version |
| License (according to publishing contract): | Licence according to publishing contract |
| Departement: | School of Management and Law |
| Organisational Unit: | International Management Institute (IMI) |
| Appears in collections: | Publikationen School of Management and Law |
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Rios-Morales, R., & Crotts, J. C. (2011). Sales force technology for the hospitality industry. In P. Ordonez de Pablos, R. D. Tennyson, & J. Zhao (Eds.), Global hospitality and tourism management technologies (pp. 136–150). IGI Global. https://doi.org/10.4018/978-1-61350-041-5.ch009
Rios-Morales, R. and Crotts, J.C. (2011) ‘Sales force technology for the hospitality industry’, in P. Ordonez de Pablos, R.D. Tennyson, and J. Zhao (eds) Global hospitality and tourism management technologies. Hershey: IGI Global, pp. 136–150. Available at: https://doi.org/10.4018/978-1-61350-041-5.ch009.
R. Rios-Morales and J. C. Crotts, “Sales force technology for the hospitality industry,” in Global hospitality and tourism management technologies, P. Ordonez de Pablos, R. D. Tennyson, and J. Zhao, Eds. Hershey: IGI Global, 2011, pp. 136–150. doi: 10.4018/978-1-61350-041-5.ch009.
RIOS-MORALES, Ruth und John C. CROTTS, 2011. Sales force technology for the hospitality industry. In: Patricia ORDONEZ DE PABLOS, Robert D. TENNYSON und Jingyuan ZHAO (Hrsg.), Global hospitality and tourism management technologies. Hershey: IGI Global. S. 136–150. ISBN 978-1-61350-042-2
Rios-Morales, Ruth, and John C. Crotts. 2011. “Sales Force Technology for the Hospitality Industry.” In Global Hospitality and Tourism Management Technologies, edited by Patricia Ordonez de Pablos, Robert D. Tennyson, and Jingyuan Zhao, 136–50. Hershey: IGI Global. https://doi.org/10.4018/978-1-61350-041-5.ch009.
Rios-Morales, Ruth, and John C. Crotts. “Sales Force Technology for the Hospitality Industry.” Global Hospitality and Tourism Management Technologies, edited by Patricia Ordonez de Pablos et al., IGI Global, 2011, pp. 136–50, https://doi.org/10.4018/978-1-61350-041-5.ch009.
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