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 only | Item type | Current location | Call number | Status | Date due | Barcode |
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Book
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647.940688 Si27 2004 (Browse shelf) | Available | 3UCBL000004302 |
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
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