Abstract
The process of hoteliers responding effectively to conference and function enquiries is examined. The complex decision-making process underlying hotel selection by conference and function organisers is considered, and the key features of a successful enquiry response are then outlined. An empirical study of the response of conference hotels to general telephone enquiries requesting information on their conference facilities and delegate tariffs is carried out, and the results suggest that many hotels may be missing opportunities to convert enquiries into sales.
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