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Selling Hospitality A Situational Approach

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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.
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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