All you can learn access for $119.99 a term! Learn more about Cengage Unlimited!

Request for consultation

Thanks for your request. You’ll soon be chatting with a consultant to get the answers you need.
{{formPostErrorMessage.message}} [{{formPostErrorMessage.code}}]
First Name is required. 'First Name' must contain at least 0 characters 'First Name' cannot exceed 0 characters Please enter a valid First Name
Last Name is required. 'Last Name' must contain at least 0 characters 'Last Name' cannot exceed 0 characters Please enter a valid Last Name
Institution is required.
Discipline is required.
Why are you contacting us today? is required. 'Why are you contacting us today?' must contain at least 0 characters 'Why are you contacting us today?' cannot exceed 0 characters Please enter a valid Why are you contacting us today?


This comprehensive textbook offers a real world approach to hotel sales and operations. It goes beyond the theoretical information found in most other textbooks and offers real-world case studies that reinforce the theory. In addition, it includes background information on hotel operations and marketing to better prepare students to master the art of hotel sales. It introduces the concept of the sales triangle (room sales, catering sales, and outlet/ancillary sales) and illustrates the importance of each to the overall sales success of the hotel. This book outlines the important information and strategies students need to succeed in hotel sales and operations.

Ahmed Ismail, Indiana University/Purdue University-Indianapolis Campus

Ahmed Ismail holds a B.A in Management from Adolphus College. His experiences in the hospitality industry inlcude Hotel Sales and Operations, Front Desk Supervision and Accounting Supervision. He has received numerous industry awards, including the NCAA Contribution Award for Hospitality, and the Bill Tiefel Hospitality Award, which he received twice.
  • Industry Perspectives feature real world professionals who reinforce the theoretical content
  • introduces the concept of the sales triangle to teach readers how to sell
  • real-world glossary provides a comprehensive, easy-to-use resource that explains the concepts readers need to know to understand the hotel industry
Chapter 1:The Foundation of Hotel Sales. Chapter 2: Hotel Marketing Concepts. Chapter 3: The Hospitality Sales Process. Chapter 4: The Hotel Sales Triangle and Action Triangles. Chapter 5: Sales Operations. Glossary. Index.

Textbook Only Options

Traditional eBook and Print Options

{{collapseContainerClosed['detail_0'] ? 'Show More' : 'Show Less'}}

  • ISBN-10: 0827386478
  • ISBN-13: 9780827386471
  • Bookstore Wholesale Price $225.00
  • RETAIL $299.95

Cengage provides a range of supplements that are updated in coordination with the main title selection. For more information about these supplements, contact your Learning Consultant.


Front Office Operations & Management

ISBN: 9780766823433
For Hotel Management courses, and internships, this text introduces concepts of organization, communication, ethics and policy within a hotel. The primary focus is the front office, housekeeping, reservations and night audit departments. Other departments are discussed to provide and understanding of how these departments relate to the front office and how they operate to enhance the guest experience. An introduction of basic analyses, techniques and trends both in policy and technology are reviewed as they relate to management and the guest. The text gives students a “real world” understanding of the hotel industry balancing its past, present and future. This text portrays the nature and operation of hotels as they exist today. It reveals the inner workings of a hotel in a way that both promotes learning and interest for the students, preparing them for what to expect in the current and future hotel market. The Property Management System has dramatically changed hotel operations, therefore extensive time has been devoted to covering this technology. Additional chapters feature analysis of the physical makeup of hotels, yield management, and operational techniques. Performance measurements and analysis of what makes a truly successful hotel are discussed in detail. Finally, because hotel management is and will always be about people, chapters are devoted to both the hotel guest and hotel employee. The arrival chronology is discussed from arrival to departure.

Instructor's Manual

ISBN: 9780766823440

All-You-Can-Learn Access with Cengage Unlimited

Cengage Unlimited is the first-of-its-kind digital subscription that gives students total and on-demand access to all the digital learning platforms, ebooks, online homework and study tools Cengage has to offer—in one place, for one price. Students get unlimited access to a library of more than 22,000 products for $119.99 per term.