Selling Rooms and Space With Style &
Trade paperback, 154 pages, 5½"x8½"
Published by Hospitality Masters Press<
About the Author:
Stephanie Horton helps hotel sales executives reach their full
potential through the power of common courtesy. Stephanie is a
professional speaker and conducts training in international
protocol, business etiquette and dining skills through her
company, Pacific Rim Protocol.
Her passion for building solid customer relationships using
old-fashioned good manners is practical, catching and most of
all, FUN! A former television news producer and hotel sales
director, Stephanie understands pressure -- the pressure
to produce numbers, to meet deadlines, to generate new business
and to build long-term relationships with clients and
In the race to build customer connections, Stephanie puts
good manners first ... and does so with flair. Her easy-going
style and sense of humor set the stage for an entertaining new
approach to how to do business more profitably -- with style
Stephanie is a University of Washington graduate, with
practical experience in communications, television, hospitality
sales and guest service and was formerly the meetings/hotel
manager for the Weyerhaeuser Company in Washington. She is a
member of the National Business Travel Association, the
Hospitality Sales and Marketing Association International,
Meeting Professionals International and the National Speakers
Association. Recognized by the Convention Liaison Council as a
Certified Meetings Professional, Stephanie is also certified by
The Protocol School of Washington® in Washington D.C.
What others are saying about this book:
"The content is great ... a lot of good ideas! This book
speaks to the hotel sales person -- really any sales person --
and is written in easy-to-understand language."--
Rebecca Partman, CMP CEO, INternational SITES,
"Hospitality sales is truly a fine art ... the little
things are so important in presenting yourself and your
product. This book is right on target for sales people who need
to understand how planners perceive their actions."
-- Lynn Edwards, CMP Director of Sales, Ocean
Shores Visitors and Conv. Bureau
“This is a must-read book for anyone who ever has to
sell anything to anybody ... and that is just about everyone
who engages in business!”
-- Bill Marvin, The Restaurant Doctor™,
“A practical, authoritative and very readable guide to
those all-important business skills that are so often neglected
in training for a successful career in hospitality sales. These
trade tidbits can catapult your career from the mundane into
satisfaction and success.”
-- Chris Brandmeir, Program Manager, Hotel
& Tourism Management Program, Highline Community
Do your clients enjoy being with
If they do, they will bring you business. If not, someone
else will get the call.
The simple way to make sure your clients like you – and want
to do business with you – is mind your manners. That’s right!
In the competitive field of hospitality sales, taking your
business etiquette and dining skills for granted can prove to
be a costly mistake.
In this no-nonsense guide, manners maven Stephanie Horton
raises a glass to successful sales – through the power of
common courtesy. Whether you are a seasoned hospitality sales
pro or about to start your first day on the job, improving your
business savvy will help your reputation and sales numbers
How do your etiquette skills measure up?
- When hosting a client for dinner, who should choose the
restaurant? You or the client?
- Your client should enjoy the "best seat in the house"
for your business luncheon. Which is it?
- At a company event, your client lavishes you with
praise to the assembled executives and proposes a toast to
YOU! What should you do?
- You must leave the table. What should you say? Where do
you put your napkin?
- You have finished lunch with your client and are
getting ready to leave. Is it acceptable to refresh your
lipstick at the table?
OK, you know about the lipstick, but if you use this book to
refresh your business etiquette skills, you can spend your time
concentrating on the business at hand ... not worrying about
which roll is yours! (You do know which one that is,
Selling Rooms and Space With Style &
Part 1: INTRODUCTION
01. The sales value of common
02. Developing a saleable style
03. Both sides of the fence
Part 2: FIRST IMPRESSIONS
04. The magic formula for good
05. Getting to know each other
06. Respecting your
08. Telephone etiquette
09. Cell phone
10. e-mail etiquette
12. Easy introductions
13. Remembering names
Part 3: CLIENT CONTACT
14. The sales call
15. Arranging client meetings
16. Meeting clients on their turf
17. The perfect hotel tour
18. What if something goes wrong?
19. When your client stays overnight
Part 4: DINING FOR DOLLARS
20. Setting the stage
21. Dining with style
22. Table taboos
23. Table talk
24. Meal mechanics
25. Dining details
27. How to eat specific foods
28. Events and receptions
29. The power of tea
Part 5: POLISHING THE APPLE
30. RSVP – Please reply
31. Business card tips
32. An international briefing
34. Little things we take for granted
35. Gender issues
36. Maintaining your edge
37. You are what you wear
38. Judging a book by its cover
39. The finishing touch: YOU