Hospitality sales : selling smarter / by Judy A. Siguaw and David C. Bojanic
Material type: TextPublisher: Clifton Park, NY : Thomson Delmar Learning, c2004Description: ix, 204 pages : illustrations ; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 1401834787 [hardbound]Subject(s): Hospitality industry -- MarketingDDC classification: Online resources: Contributor biographical information | Publisher description | Table of contents onlyItem type | Current location | Call number | Status | Date due | Barcode |
---|---|---|---|---|---|
Book | 647.940688 Si27 2004 (Browse shelf) | Available | 3UCBL000004302 |
Browsing College Library shelves Close shelf browser
647.940688 K84 2003 Marketing for hospitality and tourism / | 647.940688 M34 2018 Marketing for hospitality and tourism / | 647.940688 R66 2007 Hotel convention sales, services, and operations / | 647.940688 Si27 2004 Hospitality sales : | 647.94071 J31 2003 Training design for the hospitality industry / | 647.9441068 B58 2017 Nelson hospitality focus HSC / | 647.95 D88 1973 How to plan and operate a restaurant / |
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
There are no comments on this title.