Selling Hospitality A Situational Approach

Name: Selling Hospitality A Situational Approach
Price: 80.01 USD
Availability: InStock
ISBN: 9781401832810

ISBN-10: 1401832814

ISBN-13: 9781401832810

Edition: 2006

Authors: Richard G. McNeill, John C. Crotts

List price: $150.95

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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.

Book details

List price: $150.95
Copyright year: 2006
Publisher: Delmar Cengage Learning
Publication date: 8/18/2005
Binding: Hardcover
Pages: 325
Size: 7.25" wide x 9.25" long x 0.50" tall
Weight: 1.584
Language: English

Richard G. McNeill is an instructor at Northern Arizona University.

John C. Crotts is an instructor a the College of Charleston.




Hospitality Leaders Know How To Influence



Buyers and Sellers in The Hospitality Industry



Creating Mutually Beneficial Value Exchanges



The New World of Buying: Value Perceptions affect Buying Decisions



The New World of Selling: Response to Buyers Perceptions of Value



Situational Selling: Strategies and Tactics Depend on Value Perceptions of Both Buyer and Seller



Negotiation Preparation and Planning



Step One - Approaching the Buyer



Step Two - Investigating Needs



Step Three - Demonstrating Capability



Step Four - Negotiating Concerns



Step Five -Gaining Commitment



After Sale Implementation, Relationship Management, and Continuous Improvement



Personal and Professional Development



Sales Management: New Exchanges Processes Require a New Management Approach



Sales Intermediaries: Partners in Supply Chain



Sales and Technology



The Future of Hospitality Sales: A Situational World