Column: Training a backup sales force keeps the sales process alive

03/28/2013 | Hotel Management online

Hoteliers don't have to put their sales efforts on hold when the sales manager takes a day off, as long as they have a group of well-trained associates on hand to pick up the slack, writes hospitality expert Howard Feiertag. These individuals can come from any department in the property, although front-office personnel with experience in guest interactions are usually the most ideal, Feiertag writes.

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