000			01953cam a22003974a 4500
001			13388009
003			OSt
005			20150218164917.0
008			031029s2004 nyua 000 0 eng
010			_a 2003064583
020			_a1401834787 [hardbound]
040			_aDLC _cDLC _dDLC
042			_apcc
082	0	0	_222
100	1		_aSiguaw, Judy A.
245	1	0	_aHospitality sales : _bselling smarter / _cby Judy A. Siguaw and David C. Bojanic
260			_aClifton Park, NY : _bThomson Delmar Learning, _cc2004
300			_aix, 204 pages : _billustrations ; _c24 cm.
336			_2rdacontent _atext
337			_2rdamedia _aunmediated
338			_2rdacarrier _avolume
504			_aIncludes exercises, references and index.
505			_aContents: 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
546			_aEnglish
650		0	_aHospitality industry _xMarketing.
700	1		_aBojanic, David C.
856	4	2	_3Contributor biographical information _uhttp://www.loc.gov/catdir/enhancements/fy1302/2003064583-b.html
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy1302/2003064583-d.html
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/enhancements/fy1302/2003064583-t.html
906			_a7 _bcbc _corignew _d1 _eocip _f20 _gy-gencatlg
942			_2ddc _cREF
998			_cMj [ new] _d11/04/2014
999			_c2186 _d2186