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Hospitality Sales Selling Smarter

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ISBN-10: 1401834787

ISBN-13: 9781401834784

Edition: 2004

Authors: Judy A. Siguaw, David C. Bojanic

List price: $182.95
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This concise handbook addresses the processes of selling in the Hospitality Market. More and more, the act of selling is recognized as a function that is separate from and just as important as the function of marketing in the Hospitality Industry. The text takes a ?how-to?, ?by the numbers? approach to consultative hospitality sales. It is filled with practical, useable information for all kinds of sales situations in the hospitality arena. The text takes the reader all the way from prospecting to negotiations through closing. It includes a chapter of personal selling ?tools? and discusses listening skills. The text emphasizes ethics and attempts to create a customer-oriented sales person…    
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Book details

List price: $182.95
Copyright year: 2004
Publisher: Delmar Cengage Learning
Publication date: 12/24/2003
Binding: Hardcover
Pages: 500
Size: 7.50" wide x 9.25" long x 0.75" tall
Weight: 1.298
Language: English

Judy A. Siguaw is the Founding Dean of ACTE partner organization the Cornell-Nanyang Institute of Hospitality Management. Holding the position of Professor of Marketing in the School of Hotel Administration at Cornell University and the J. Thomas Clark Chair in Entrepreneurship and Personal Enterprise, Dr. Siguaw earned her doctorate in 1991 from Louisiana Tech University. She has been published in more than over 45 business and trade journals, contributed to four books and authored 29 conference papers. Dr. Siguaw's research interests include personal selling, sales management, customer relationships, channels of distribution, and marketing strategy. She is currently at work on numerous…    

Chapter 1
Prospecting and Pre-Approach
Approach by Adapting Social Style
Approach through Listening and Trust
Probing for Needs
The Presentation
Handling Objections
Gaining Commitment
Post-Sales Follow-Up
Hotel Contracts
Servicing the Meeting
Personal Selling Tools
Revenue Management and Price Negotiations