Work

Empowering catering sales managers with pricing authority.

Year: 2006

Type: article

Abstract: In the hotel business, catering sales managers often encounter potential clients who expect to negotiate for items such as room rental fees, audiovisual charges, and bartending fees. This article addresses both the advantages and disadvantages of empowering sales managers with the authority to reduce or waive these charges. Thus, hoteliers are advised to extend a structured yield management mindset into the hotel’s function-space area.

Source: Florida International University Digital Commons (Florida International University)

Authors: Vincent P. Magnini, John N. Gaskins

Language: English

Topic: Supply Chain and Inventory Management

Subfield: Management Science and Operations Research

Field: Decision Sciences

Domain: Social Sciences

Open Access status: green

OpenAlex ID: W261181745

FWCI:

Cites: 9

Cited by: 1

Related to: 10