Orlando, Florida, July 2014-The American Hotel & Lodging Educational Institute (AHLEI) has published a new edition of Hospitality Sales and Marketing by James R. Abbey, Ph.D., CHA. This textbook, which is used in numerous college and university hospitality management programs, goes beyond theory to focus on a customer-oriented and practical approach for effectively marketing hotels and restaurants. The book explores the “Four Ps” (price, product, promotion, and place) as they relate to specific market segments, providing a customer-focused perspective. Illustrations and exhibits include hospitality industry forms, checklists, advertisements, etc., that are used by today’s industry leaders to effectively manage and market their properties.

The sixth edition provides the latest information on trends shaping the lodging and food service industries, including technology and social media, marketing to Millennials, sustainability, and the “farm-to-fork” movement. Most of the “Insider Insights” that open each chapter are new to this edition. There are new sections on distribution, revenue management, and customer relationship management; updated profiles of frequent business travelers; and a new section on “wellness devotees” in the “Other Special Marketing Segments” section.

Readers of Hospitality Sales and Marketing, Sixth Edition, will receive:

  • A thorough introduction to hospitality sales and marketing
  • Insight from numerous real-world examples of effective hospitality advertising campaigns and promotions
  • Insider information from industry professionals sharing their perspectives on current issues in hospitality sales and marketing
  • An understanding of the role the Internet plays in today’s hospitality marketing efforts

Hospitality management programs at U.S. academic institutions can order this textbook with accompanying exam scan sheet from AHLEI’s U.S. distributor, Pearson Higher Education (www.pearson.com). The book is also available from the Educational Institute at www.ahlei.org.