This best-selling textbook provides students with the most current and comprehensive coverage of the convention industry. Students receive a comprehensive look at conventions and meetings marketing and learn how to successfully sell to groups and how to service their business after the sale.
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Introduction to the Convention, Meetings, and Trade Show Industry
Developing a Marketing Plan
Organizing for Convention Sales
Selling the Association Market
Selling the Corporate Meetings Market
Selling Other Markets
Selling to the Meetings Market
Advertising to the Meeting Planner
Negotiations and Contracts
The Service Function
Preparing for the Event
Function Rooms and Meeting Setups
Food and Beverage Service
Admission Systems and Other Services
Exhibits and Trade Shows
Convention Billing and Post-Convention Review