The introduction of technology has influenced the duties of on-site hotel sales personnel over the years. The reach of the internet, social media, and sophisticated revenue management programs have provided marketing professionals with an array of new tools. Investment in technology is often justified by increases in productivity and reductions in labor costs. However, at U.S. hotels, investment in technology within the Sales and Marketing Department has led to shifts in marketing strategies, with only slight increases in salaries, wages, and benefits. To gain a better understanding of how U.S. hotels are deploying their unit-level marketing dollars, we have examined the Sales and Marketing Department expenses of a same-store sample of 825 properties during the years 2007 through 2012. The study sample consisted solely of hotels that have on-site sales and marketing personnel. Franchise related fees and assessments were excluded from our analysis so we could focus exclusively on unit-level expenditures and tactics. Get the full story at Hospitality.Net