Hospitality Sales Decision Theory: Case Study Approach: Analyzing Economic Benefits

ISBN-13: 9781524960742 / Angielski / Miękka / 2019 / 277 str.

Brett Gallagher;Jennifer Calhoun

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In the business world there are demands made on professionals to be productive and to enhance the bottom line of their organizations.
Hospitality Sales Decision Theory: Measuring the Economic Benefits utilizes a case study approach. This approach is centered on decision theory and on the use of a decision tree to remove some of the guesswork when making decisions about sales bookings at a resort. This approach shows how to achieve desired results to enhance the bottom-line of the resort operation.
Hospitality Sales Decision Theory:

• Presents 10 industry cases with rich narrative about financial and operational challenges occurring in the industry. This approach allows students to examine and apply critical thinking skills and make sound economic decisions.
• Can supplement and support hospitality educators in achieving their desired student learning outcome goals.
• Is written by authors with both industry and academic experience it accurately describes the challenges resort operators face in making decisions to achieve financial goals.
• Encourages small group work and classroom discussion. These stimulate well-articulated verbal and written communication skills.
• Offers information on the inner workings of each department in order to comprehend how a sales decision will affect the entire hotel.