Publications & Study Guides

The Hotel Sales Leadership Playbook: Winning Strategies for Success
The Study Guide for the HSMAI Certified Hotel Sales Leader (CHSL) Certification

You’re a hotel sales leader and want to be recognized for your knowledge, experience, and capabilities.  HSMAI’s Certified Hotel Sales Leader (CHSL) certification recognizes and validates the knowledge, experience, and capabilities of hotel sales leaders.

Chapters in this study guide, each contributed by leaders in the discipline of hospitality sales, share expertise in the wide range of topics that have become essential components of the role of a hotel sales leader in the 2020’s.  You’ll find vital information on:

 

• Managing the Sales Function
• The Convergence of Sales Fundamentals and Technology
• Group & Catering Business
• Business Transient and other Direct Sales Segments
• Competitive Intelligence
• Revenue Management
• Leveraging Data Analytics
• Business Acumen
• Digital Marketing
• Distribution
• Leadership
• Effective Communication for Sales Leaders
• Recruiting & Retention

Available in print or electronic format.

Learn more about the CHSL and what it can bring to you and your organization.

Certified Revenue Management Analyst Study Guide

The CRMA Study Guide is designed for students and individuals new to hospitality and the revenue management/revenue optimization discipline. It is the textbook for the CRMA certification, and it is also a great resource as a thorough tutorial on the basics for a career in revenue management and/or to give you a better understanding of the critical role of the art and science of revenue management in all phases of hospitality today. Available as a PDF only.

Learn more about the CRMA and what it can bring to you and your organization.

Hospitality Digital Marketing Essentials: A Field Guide for Navigating Today’s Digital Landscape, 6th Edition — The CHDM Study Guide (Updated September, 2021)

The intricacies and methods of marketing, especially digital marketing, continue to change almost overnight, and the new 6^th Edition of the CHDM Study Guide is essential for every hospitality marketing professional.

With chapters covering every manner of owned, earned, and paid media, chapters on digital intermediaries, and on measuring and managing performance, you’ll want this on your desk whatever your role and responsibilities in marketing.  Included are chapters on trending topics and what is just over the horizon, or here now if you’re ready!  The 2021 edition has been completely revised, expanded, and updated, and new in this edition you’ll find real-life case studies from hotels and destinations, and as well as new chapters on:

• Hotel Digital Marketing Strategy
• Influencers (Earned Media)
• Chatbots (Trending Topics)
• Digital Marketing Organizational Structure (Managing Digital Performance)
• Regulations Marketers Need to Know

This 6^th Edition is authored by Holly Zoba, CHDM and Dan Wacksman, CHDM, CRME…who co-teach HSMAI’s popular Hospitality Digital Marketing Essentials course…and who are both past chairs of HSMAI’s Marketing Advisory Board.

Learn more about the CHDM and what it can bring to you and your organization.

Evolving Dynamics: From Revenue Management to Revenue Strategy, 4^th Edition

Just published, this updated edition takes a deep dive into the fundamentals, practices, cross-disciplinary partnerships, and myriad elements impacting revenue optimization in the 2020s. Benefit from new insights and procedures in the latest 17-chapter Certified Revenue Management Executive (CRME) certification study guide. The publishing partner for Evolving Dynamics: From Revenue Management to Revenue Strategy, 4^th Edition, is Fairmont Hotels & Resorts.

Available in print or electronic format.

Learn more about the CRME and what it can bring to you and your organization.