Selling Hospitality
A Situational Approach
Published on 18. August 2005
Book
Hardback
325 pages
978-1-4018-3281-0 (ISBN)
Description
Drawing from the insights of leading sales executives, Selling Hospitality: A Situational Approach discusses the changing hospitality sales profession, including the three emerging selling roles and when to use them. Transactional selling, consultative selling, and alliance selling are unique approaches that salespeople use depending on situational factors. This book will help you understand the new world of buyer-seller relationships and succeed in each sales situation.
Reviews / Votes
Chapter 1: Hospitality Leaders Know How To Influence Chapter 2: Buyers and Sellers in The Hospitality Industry Chapter 3: Creating Mutually Beneficial Value Exchanges Chapter 4: The New World of Buying: Value Perceptions affect Buying Decisions Chapter 5: The New World of Selling: Response to Buyers Perceptions of Value Chapter 6: Situational Selling: Strategies and Tactics Depend on Value Perceptions of Both Buyer and Seller Chapter 7: Negotiation Preparation and Planning Chapter 8: Step One - Approaching the Buyer Chapter 9: Step Two - Investigating Needs Chapter 10: Step Three - Demonstrating Capability Chapter 11: Step Four - Negotiating Concerns Chapter 12: Step Five -Gaining Commitment Chapter 13: After Sale Implementation, Relationship Management, and Continuous Improvement Chapter 14: Personal and Professional Development Chapter 15: Sales Management: New Exchanges Processes Require a New Management Approach Chapter 16: Sales Intermediaries: Partners in Supply Chain Chapter 17: Sales and Technology Chapter 18: The Future of Hospitality Sales: A Situational WorldMore details
Language
English
Place of publication
Clifton Park
United States
Publishing group
Cengage Learning, Inc
Target group
Professional and scholarly
Dimensions
Height: 242 mm
Width: 193 mm
Thickness: 18 mm
Weight
744 gr
ISBN-13
978-1-4018-3281-0 (9781401832810)
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Schweitzer Classification
Content
Chapter 1: Hospitality Leaders Know How To Influence Chapter 2: Buyers and Sellers in The Hospitality Industry Chapter 3: Creating Mutually Beneficial Value Exchanges Chapter 4: The New World of Buying: Value Perceptions affect Buying Decisions Chapter 5: The New World of Selling: Response to Buyers Perceptions of Value Chapter 6: Situational Selling: Strategies and Tactics Depend on Value Perceptions of Both Buyer and Seller Chapter 7: Negotiation Preparation and Planning Chapter 8: Step One - Approaching the Buyer Chapter 9: Step Two - Investigating Needs Chapter 10: Step Three - Demonstrating Capability Chapter 11: Step Four - Negotiating Concerns Chapter 12: Step Five -Gaining Commitment Chapter 13: After Sale Implementation, Relationship Management, and Continuous Improvement Chapter 14: Personal and Professional Development Chapter 15: Sales Management: New Exchanges Processes Require a New Management Approach Chapter 16: Sales Intermediaries: Partners in Supply Chain Chapter 17: Sales and Technology Chapter 18: The Future of Hospitality Sales: A Situational World