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In the hotel business, catering sales managers often encounter potential clients who expect to negotiate for items such as room rental fees, audiovisual charges, and bartending fees. This article addresses both the advantages and disadvantages of empowering sales managers with the authority to reduce or waive these charges. Thus, hoteliers are advised to extend a structured yield management mindset into the hotel’s function-space area.
Magnini, Vincent P. and Gaskins, John N.
"Empowering Catering Sales Managers with Pricing Authority,"
2, Article 6.
Available at: http://digitalcommons.fiu.edu/hospitalityreview/vol24/iss2/6