Selling hospitality : a situational approach / Richard G. McNeill Jr., John C. Crotts.
Material type:
TextPublisher: Clifton Park, N.Y. : Thomson/Delmar Learning, c2006Description: xvii, 334 p. : ill. ; 25 cmISBN: 1401832814; 9781401832810Subject(s): Selling | Hospitality industry -- Marketing | Tourism | Career developmentReview: "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. The text explores customer motives and how sales professionals can tailor their approach to the buyer's perception of value. Selling Hospitality will help you understand the new world of buyer-seller relationships and succeed in each sales situation."--BOOK JACKET.
| Item type | Current location | Collection | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
| 書 | 世新大學圖書館 一樓密集書庫 | 圖書 | 910.688 Mc 2006 (Browse shelf) | Available | E102466 |
Includes bibliographical references and index.
"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. The text explores customer motives and how sales professionals can tailor their approach to the buyer's perception of value. Selling Hospitality will help you understand the new world of buyer-seller relationships and succeed in each sales situation."--BOOK JACKET.
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