Selling Hospitality: A Situational Approach (Hospitality and Tourism)
ISBN-13:
9781401832810
ISBN-10:
1401832814
Edition:
1
Author:
John C. Crotts, Richard G. McNeill
Publication date:
2005
Publisher:
Delmar Cengage Learning
Format:
Hardcover
352 pages
FREE US shipping
Book details
ISBN-13:
9781401832810
ISBN-10:
1401832814
Edition:
1
Author:
John C. Crotts, Richard G. McNeill
Publication date:
2005
Publisher:
Delmar Cengage Learning
Format:
Hardcover
352 pages
Summary
Selling Hospitality: A Situational Approach (Hospitality and Tourism) (ISBN-13: 9781401832810 and ISBN-10: 1401832814), written by authors
John C. Crotts, Richard G. McNeill, was published by Delmar Cengage Learning in 2005.
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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.
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