TY  - BOOK
AU  - Siguaw,Judy A.
AU  - Bojanic,David C.
TI  - Hospitality sales: selling smarter 
SN  - 1401834787 [hardbound]
PY  - 2004///
CY  - Clifton Park, NY
PB  - Thomson Delmar Learning
KW  - Hospitality industry
KW  - Marketing
N1  - 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
UR  - http://www.loc.gov/catdir/enhancements/fy1302/2003064583-b.html
UR  - http://www.loc.gov/catdir/enhancements/fy1302/2003064583-d.html
UR  - http://www.loc.gov/catdir/enhancements/fy1302/2003064583-t.html
ER  -