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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.
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About the Author
Richard G. McNeill is an instructor at Northern Arizona University.
John C. Crotts is an instructor a the College of Charleston.
Review
This will explian the importance of planning out your business moves and provide you with guidence when making difficult decisions.
"About this title" may belong to another edition of this title.
- PublisherDelmar Cengage Learning
- Publication date2005
- ISBN 10 1401832814
- ISBN 13 9781401832810
- BindingHardcover
- Edition number1
- Number of pages352
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Selling Hospitality : A Situational Approach
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ISBN 13: 9781401832810
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Selling Hospitality: A Situational Approach (Hospitality and Tourism)
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ISBN 10: 1401832814
ISBN 13: 9781401832810
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