Selling Hospitality A Situational Approach (Hb 2006)
McNeill, Richard G., Jr.; Crotts, John C.
ISBN 10: 1401832814 ISBN 13: 9781401832810
Published by Delmar Pub, 2005
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Hardcover
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About this Item
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Synopsis:
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.
About the Authors:
John C. Crotts is an instructor a the College of Charleston.
Richard G. McNeill is an instructor at Northern Arizona University.
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Bibliographic Details
Title: Selling Hospitality A Situational Approach (...
Publisher: Delmar Pub
Publication Date: 2005
Binding: Hardcover
Condition: New