More Details about Selling Hospitality A Situational Approach

General Information  
Author(s)Richard G McNeill and John C Crotts
PublisherThomson Learning
ISBN9781401832810
Pages325
BindingHardbound
LanguageEnglish
Publish YearSeptember 2005

Description

Drawing from the insights of leading sales executives, Selling Hospitality: A Situational Approach discusses the changing hospitality sales profession, including the three emerging selling roles and when to use them. Transactional selling, consultative selling, and alliance selling are unique approaches that salespeople use depending on situational factors. This book will help you understand the new world of buyer-seller relationships and succeed in each sales situation.