MCLEAN, VA—To be successful and competitive in today`s environment, salespeople need to utilize every possible resource to capture the right kind of business and strategically increase their competitive performance. To facilitate that process, particularly at a time when sales and marketing professionals will begin their 2004 marketing planning process, the Hospitality Sales & Marketing Association International (HSMAI) has partnered with HSA to present a summer workshop series “Selling in Uncertain Times, ” presented by 30-year industry expert, educator and noted author, Howard Feiertag.
Feiertag`s summer workshop series offers insights and perspectives, tips and suggestions that hotel sales people can incorporate into their daily activities in order to advance their effectiveness and to drive their productivity.

“Being successful in uncertain times means remembering and applying the basics, as well as being resourceful, creative and on top of your game,” notes Robert A. Gilbert, CHME, CHA, president and CEO of HSMAI. “Howard`s workshop combines all this and more to deliver a full-day session that is insightful, motivating and a great call to action,” he adds.

“These truly are times when getting back to the basics and understanding the importance of sales fundamentals is crucial,” says Howard Feiertag. “And, while that is pertinent for all sales professionals, it is especially so for those individuals who are new to selling in a down economy.”

Workshop dates and locations are - July 7: New York - Crown Plaza at the United Nations
July 10: Boston - Le Meridien Boston
July 17: Washington, DC - Georgetown Suites Hotel
July 21: Atlanta - Crowne Plaza Perimeter North
July 24: Orlando - Peabody Hotel Orlando
July 30: Los Angeles - Los Angeles Athletic Club
August 1: San Francisco - Holiday Inn Oakland Bay Bridge
August 5: Philadelphia - Hilton Philadelphia Airport
August 7: Pittsburgh - Marriott Pittsburgh North
August 12: Dallas - Embassy Suites Outdoor World
August 14: Phoenix - Hyatt Regency Phoenix
August 19: Minneapolis - Holiday Inn Airport West

Key topics include:
The Unexpected Marketing Environment -What people should likely expect in the hotel sales marketplace, along with suggestions for laying the foundation to capitalize on a more seller-friendly future.

Developing the Best Prospects - Guidelines for targeting the TOP 20% of producers that can generate the greatest yield. Recommendations on how to spend more time in pro-active selling situations will be a critical part of this segment for boosting performance.

The Selling Process - The fundamentals for establishing a logical approach and for understanding the value of what`s being sold, as well as develop an understanding of how what`s being sold relates to individual and group needs; the essence of confirming more business.

Negotiate to Your Best Advantage - How to distinguish between the opportunities and threats that exist when negotiating a deal, as well as how to determine the limits of flexibility. Strategic negotiation tools and techniques are presented, along with a practical exercise on how to apply them in every-day selling situations.

Contracts and Agreements - One of the hottest issues these days is that of group contracts, particularly centering on the clauses involving Termination, Cancellation and Attrition. The intensity of the topic emphasizes the need for sales people to learn how to protect the revenue that should be generated to the property.

The workshops are priced at $295; HSMAI members get a 10% discount. To register for the summer workshop, call HSA at (954) 432-7301 or go online to www.hsa.com.

HSMAI is an organization of sales and marketing professionals representing all segments of the hospitality industry. With a strong focus on education, HSMAI has become the industry champion in identifying and communicating trends in the hospitality industry, while operating as a leading voice for both hospitality and sales and marketing management disciplines. Founded in 1927, HSMAI is an individual membership organization comprised of nearly 7,000 members from 35 countries and 60 chapters worldwide.

For more information on HSMAI, contact the Hospitality Sales & Marketing Association International, 8201 Greensboro Drive, Suite 300, McLean, VA 22102, phone (703) 610-9024; fax (703) 610-9005. You can also visit the web site at www.hsmai.org.
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