Cover -- Half Title -- Title Page -- Copyright Page -- Contents -- List of Columns -- About the Author -- Howard's Story -- List of Abbreviations -- Foreword -- Preface -- 1. General Managers' Involvement with Sales -- 2. Developing Leads and Prospects for Hospitality Sales -- 3. The Working of a Hotel Property Sales Operation -- 4. Techniques for Increasing Sales -- 5. Working with Group Markets -- 6. The Travel Agent and the Leisure Travel Market -- 7. Sales Planning and Sales Calls -- 8. Hospitality Sales Training -- 9. The Negotiation Process in Sales -- 10. Attributes of Successful Salespersons -- 11. Helpful Tips for Hotel Sales Staff -- 12. Action Plans for Marketing and Sales -- 13. Working on Contracts for Groups -- 14. Everyone at a Property Is Involved in Sales -- 15. A Professional Approach to Hospitality Sales Along with Networking -- 16. Understanding the Features of Your Product, Especially F& -- B -- 17. HR in Connection with Sales Staff Employment.