Pearson New International Edition International pcl tp indd 1

Marketing and Sales Department
The FOM and director of sales and marketing interact in many ways. For example,
these two department heads meet to discuss room rates for transient guests. Another
common interaction occurs as the director of sales and marketing considers the worth
of potential group business. Assume that a sales associate receives an inquiry from a
price-sensitive meeting planner who is scheduling a meeting in eight months that
would require about 50 percent of the hotel’s guestrooms for three nights. The planner
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