Hospitality Sales: Selling Smarter  at Meripustak

Hospitality Sales: Selling Smarter

Books from same Author: Judy A Siguaw and David C Bojanic

Books from same Publisher: Thomson Learning

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  • General Information  
    Author(s)Judy A Siguaw and David C Bojanic
    PublisherThomson Learning
    ISBN9781401834784
    Pages500
    BindingHardbound
    LanguageEnglish
    Publish YearDecember 2003

    Description

    Thomson Learning Hospitality Sales: Selling Smarter by Judy A Siguaw and David C Bojanic

    This concise handbook addresses the processes of selling in the Hospitality Market. More and more, the act of selling is recognized as a function that is separate from and just as important as the function of marketing in the Hospitality Industry. The text takes a "how-to", "by the numbers" approach to consultative hospitality sales. It is filled with practical, useable information for all kinds of sales situations in the hospitality arena. The text takes the reader all the way from prospecting to negotiations through closing. It includes a chapter of personal selling "tools" and discusses listening skills. The text emphasizes ethics and attempts to create a customer-oriented sales person who succeeds by serving the needs of the customer. It is recommended as a support handbook in a traditional Hospitality Marketing and Sales course or as a primary text in a Sales Course.