Selling Hospitality: A Situational Approach (Hospitality and Tourism)

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Selling Hospitality: A Situational Approach (Hospitality and Tourism) image
ISBN-10:

1401832814

ISBN-13:

9781401832810

Edition: 1
Released: Aug 18, 2005
Format: Hardcover, 352 pages

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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