Convention Sales & Services
The Ultimate Guide to a Career in Planning and Managing Events
Fully revised and updated, the Tenth Edition of Convention Sales & Services is the definitive source for a career in planning and managing events. The textbook serves as an introduction to the meetings and events market but goes well beyond an overview, providing students with practical insight and potential pathways to diverse careers in the growing and dynamic events industry.
For Courses In:
Widely Recognized as an Indispensable Guide for Hospitality Professionals
Inside the Textbook
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The textbook is divided into two parts. Part 1, the first nine chapters, provides an overview of the industry and discusses key industry trends including how artificial intelligence (AI) is impacting events, the increased emphasis on “green meetings,” sustainability, environmental, accessibility and social responsibility issues. Included are chapters on how to reach and market to event planners, automated sales systems, digital advertising, revenue management, and contract negotiations.
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Part 2, the last nine chapters, provides a comprehensive look at the various aspects of servicing group meetings and events. Chapters include group registration, managing room blocks, meeting room setups and logistics, event food and beverage management, convention security, and the shipping, setting up and dismantling of exhibitions, as well as the post-convention meeting.
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Each chapter opens with an “Industry Profile” from a successful, seasoned professional who introduces the chapter’s content and shares his or her insights into areas relevant to the chapter. Profiles of both hospitality and meeting planning professionals have been included to provide a balanced view of the relationship between event suppliers and their meeting and event customers. These profiles and interviews offer students a window into the real life of practitioners and provide practical, first-hand career examples that students can easily relate to.
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The text material is supplemented by actual industry examples and illustrations to promote understanding and retention. Successful convention properties share their marketing strategies and examples of their promotional materials. Additional references to insightful internet sites are included with “More Online,” “Worth Watching,” and “Best Practice” boxes dispersed throughout the book.
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A list of Learning Objectives and a Chapter Outline are also included at the beginning of each chapter. This material introduces the reader to the chapter’s content and helps them to focus and organize their thoughts as they read. To further assist with retention, Key Terms used in the event industry are highlighted within each chapter and defined at the end of the chapter. End-of-chapter material also includes Study Questions to test the reader’s knowledge and understanding of the chapter contents.
New & Expanded Features
- Examples of present and potential applications of artificial intelligence (AI) have been woven into most chapters, to ensure students are brought current on cutting-edge changes in the events industry.
- The latest technology utilized by event managers, including digital and social media marketing has been revised and expanded based on instructor feedback.
- Sustainability, social impact, wellness, accessibility, and the need of multigenerational attendees for interactivity and authenticity in a destination are covered in greater depth, so that readers are aware of current event trends.
Included are special interest boxes on topics such as “A Day in the Life of a Hotel Sales Manager,” “A Day in the Life of a Convention Service Manager,” Sample Marketing Plan, Strategic Meeting Management, Meeting Rooms of the Future, and Destination Marketing, to help students gain insight into the practical day-to-day work of event professionals.
Sidebars titled “More Online” have been updated. These sidebars direct the reader to Internet sites featuring articles, white papers or other educational resources that provide students with additional, in-depth information on topics presented in each chapter.
“Internet Exercises” go a step beyond the “More Online” resources, offering readers the opportunity to navigate specific websites to increase their knowledge by addressing issues and answering questions regarding chapter material.
“Worth Watching” boxes have been updated, providing links to videos that have been carefully selected and placed to complement topics discussed in the textbook. Most videos are short (averaging three minutes in length), but each provides invaluable insights from industry professionals or tutorials on various topics. Studies have shown that student retention tops 65 percent when presented with communication that combines both voice and visual elements.
“Best Practice” boxes are dispersed throughout the text providing actual examples of how the principles detailed in the text have been applied by hospitality properties to sell and service the event market. These real-world scenarios equip students with practical and essential career knowledge.
New to this edition are “Planner Perspective” sidebars. Many chapters now include quotes, comments and interviews from meeting planning professionals. Understanding the customer-their concerns, needs, and meeting objectives is paramount to selling and servicing events as presented with these first-hand comments from planners.
New “Industry Profiles” not only open each chapter, several chapters now include additional profiles from industry professionals. The input, advice, and viewpoints from industry leaders, reinforces the book’s content and allows students to relate more fully to their career aspirations.
The importance of a global economy affects the hospitality and tourism industry. Therefore, in this 10th edition, as in previous editions, an effort was made to provide more international examples and references throughout the book to illustrate the global impact of events.
Get The Book
Comprehensive Instructor's Manual
The Instructor’s Manual helps you fully utilize Convention Sales & Services, offering tools for course organization, teaching, and student evaluation.
Each chapter provides:
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Chapter Overview
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Suggested Lecture Outline
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Test Questions
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Class Activities
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Powerpoint Presentations
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Case Studies and Solutions
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Sample Midterm and Final Examinations
FAQs
How do I purchase the ebook or paperback version?
Should students purchase the ebook or print copy?
Many students will opt for the ebook version for its affordability; however students and instructors have mentioned Convention Sales and Services to be an indispensable resource. Comments from students such as, “this book is a keeper” and from instructors such as Elizabeth Dale, University of Massachusetts, ” I’ve found that most students keep the book as a reference”, speak to the book’s long term value as a career guide.
What formats are available for the ebook?
The ebook is offered in EPUB and PDF formats, compatible with most e-readers and devices.
How do I download the ebook after purchase?
After completing the purchase, you’ll receive an email with a download link. Please save the file to your device.
What devices can I use to read the eBook, and how does the EPUB version work?
Our eBook is available in both EPUB and PDF formats, giving you flexibility in how you read it. The EPUB version is compatible with a wide range of devices. Here are some recommended options:
- iOS Devices (iPhone, iPad): Use Apple Books.
- Android Devices: Google Play Books or other EPUB-compatible apps.
- Windows and Mac: Adobe Digital Editions is a free option for reading EPUB files.
- eReaders: Devices like Kobo support EPUB files directly
Can I re-download the ebook if I lose it?
Yes, if you need a new link, please contact sales@waterburypress.com with your order information.
What payment methods are accepted?
We accept all major credit cards and checks.
Do you offer free desk copies for instructors?
We offer a free ebook for instructors reviewing the book. Once adopted for a course, instructors will receive a complimentary desk copy of the paperback.
How do I request a sample ebook for review?
What is the adoption process?
Once you decide to adopt the book, your institution’s bookstore or procurement office can place a bulk order directly on our website. You’ll also receive a complimentary paperback desk copy upon adoption.
Is an instructor’s manual available?
Yes, an instructor’s manual with teaching resources, chapter outlines, and assessments is included with the adoption of the book.
How do bookstores place bulk orders?
Bookstores or procurement offices can order in bulk directly from our website. Discounts apply automatically at checkout when the minimum quantity is met.
Do you provide a discount for bulk orders?
Yes, bulk orders of 5 or more copies automatically qualify for a 20% discount at checkout.
Do you offer international shipping?
Yes, international shipping is available. Rates and delivery times vary by location and will be calculated at checkout.