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| Preface: Who Should Read This Book? | ix | |
| Introduction: The Blind Men, The Elephant, and Group Sales | xv | |
| Part I | The Myths | |
| Myth 1 | Groups Are There to Fill the Seats You Can't Sell to the Real Customers | 3 |
| Myth 2 | Group Sales Is About Selling Tickets to Consumers | 5 |
| Myth 3 | Bulk Is Beneath Us | 11 |
| Myth 4 | Groups Buy Tickets | 15 |
| Myth 5 | One Size Fits All | 19 |
| Myth 6 | Group Buyers Are Parasites | 23 |
| Myth 7 | They'll Call Back | 27 |
| Myth 8 | Marketing to Groups means Changing the Phone Number in the Brochure | 35 |
| Myth 9 | The Play's the Thing | 41 |
| Myth 10 | Sales is About Sending Flyers and Answering Calls | 47 |
| Myth 11 | Group Sales Is a Stand-Alone Function | 53 |
| Group Mythology Overview | 57 | |
| Part II | The Markets | |
| Meetings and Incentives | 63 | |
| Domestic Group Tour Operators | 71 | |
| Corporations and Businesses | 77 | |
| International Travel Markets | 83 | |
| Strategic Selling Partners | 93 | |
| Affinity Organizations | 99 | |
| Group Leaders | 105 | |
| Charities | 109 | |
| Educators | 113 | |
| SMERFs | 117 | |
| Group Markets Overview | 122 | |
| Part III | The Methods | |
| Plan | 127 | |
| Learn | 137 | |
| Organize | 139 | |
| Sell | 145 | |
| Market | 149 | |
| Compete | 157 | |
| Serve | 163 | |
| Partner | 167 | |
| Change | 169 | |
| Innovate | 173 | |
| Group Methods Overview | 176 | |
| Author Biographies | 178 | |
| Glossary | 181 |
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
Garry Olson
reviewed Group Sales for Arts and Entertainment: The Myths, the Markets, the Methods on February 04, 2016
Group Sales for Arts and Entertainment: The Myths, the Markets, the Methods
Good, albeit a tad condescending if you're not an 8th grader living in Texas. K Callen likes to remind you of her modest background and good ole' girl morals, but other than that it's a very helpful book. I don't know if I'm going to write down a notebook's worth business plan, but you know what? I probably should.
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Add Group Sales for Arts and Entertainment: The Myths, the Markets, the Methods, Every year the stage entertainment industry reaps tens of millions of dollars in revenue from volume ticket buyers. Surprisingly, however, the industry fails to capture millions more from overlooked and under-developed markets. Group sales is a potential , Group Sales for Arts and Entertainment: The Myths, the Markets, the Methods to the inventory that you are selling on WonderClubX
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Add Group Sales for Arts and Entertainment: The Myths, the Markets, the Methods, Every year the stage entertainment industry reaps tens of millions of dollars in revenue from volume ticket buyers. Surprisingly, however, the industry fails to capture millions more from overlooked and under-developed markets. Group sales is a potential , Group Sales for Arts and Entertainment: The Myths, the Markets, the Methods to your collection on WonderClub |