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Selling hospitality a situational approach Richard G. McNeill Jr., John C. Crotts.
Detalles de publicación: Clifton Park, N.Y. Thomson/Delmar Learning c2006.Descripción: xvii, 334 p. ill. 25 cmISBN:- 1401832814
- 910.688
- HF5438.25 .M44 2006
| Imagen de cubierta | Tipo de ítem | Biblioteca actual | Biblioteca de origen | Colección | Ubicación en estantería | Signatura topográfica | Materiales especificados | Info Vol | URL | Copia número | Estado | Notas | Fecha de vencimiento | Código de barras | Reserva de ítems | Prioridad de la cola de reserva de ejemplar | Reservas para cursos | |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Libro | Biblioteca Encarnación Valdés Colección General bev | 338.4791 M1696s (Navegar estantería(Abre debajo)) | Disponible | 80000002119116 |
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Descripciones mejoradas de Syndetics:
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.
Includes bibliographical references and index.
Tabla de contenidos provista por Syndetics
- Chapter 1 Hospitality Leaders Know How To Influence
- Chapter 2 Buyers and Sellers in The Hospitality Industry
- Chapter 3 Creating Mutually Beneficial Value Exchanges
- Chapter 4 The New World of Buying: Value Perceptions affect Buying Decisions
- Chapter 5 The New World of Selling: Response to Buyers Perceptions of Value
- Chapter 6 Situational Selling: Strategies and Tactics Depend on Value Perceptions of Both Buyer and Seller
- Chapter 7 Negotiation Preparation and Planning
- Chapter 8 Step One - Approaching the Buyer
- Chapter 9 Step Two - Investigating Needs
- Chapter 10 Step Three - Demonstrating Capability
- Chapter 11 Step Four - Negotiating Concerns
- Chapter 12 Step Five -Gaining Commitment
- Chapter 13 After Sale Implementation, Relationship Management, and Continuous Improvement
- Chapter 14 Personal and Professional Development
- Chapter 15 Sales Management: New Exchanges Processes Require a New Management Approach
- Chapter 16 Sales Intermediaries: Partners in Supply Chain
- Chapter 17 Sales and Technology
- Chapter 18 The Future of Hospitality Sales: A Situational World