Siguaw, Judy A.
Hospitality sales : selling smarter / by Judy A. Siguaw and David C. Bojanic - Clifton Park, NY : Thomson Delmar Learning, c2004 - ix, 204 pages : illustrations ; 24 cm.
Includes exercises, references and index.
Contents: 1 Overview of hospitality sales -- 2 Prospecting and preapproach -- 3 Approach by adapting social style -- 4 Approach through nonverbal communication, listening, and trust -- 5 Openings -- 6 Probing for needs -- 7 The presentation -- 8 Handling objections -- 9 Gaining commitment -- 10 Post-sale follow-up -- 11 Hotel contacts -- 12 Servicing the meeting -- 13 Personal selling tools -- 14 Revenue management and price negotiation
English
1401834787 [hardbound]
2003064583
Hospitality industry--Marketing.
Hospitality sales : selling smarter / by Judy A. Siguaw and David C. Bojanic - Clifton Park, NY : Thomson Delmar Learning, c2004 - ix, 204 pages : illustrations ; 24 cm.
Includes exercises, references and index.
Contents: 1 Overview of hospitality sales -- 2 Prospecting and preapproach -- 3 Approach by adapting social style -- 4 Approach through nonverbal communication, listening, and trust -- 5 Openings -- 6 Probing for needs -- 7 The presentation -- 8 Handling objections -- 9 Gaining commitment -- 10 Post-sale follow-up -- 11 Hotel contacts -- 12 Servicing the meeting -- 13 Personal selling tools -- 14 Revenue management and price negotiation
English
1401834787 [hardbound]
2003064583
Hospitality industry--Marketing.