Hospitality Sales: Selling Smarter / Edition 1

Hardcover (Print)
Used and New from Other Sellers
Used and New from Other Sellers
from $60.33
Usually ships in 1-2 business days
(Save 61%)
Other sellers (Hardcover)
  • All (11) from $60.33   
  • New (5) from $107.71   
  • Used (6) from $0.00   

Overview

This concise handbook addresses the processes of selling in the Hospitality Market. More and more, the act of selling is recognized as a function that is separate from and just as important as the function of marketing in the Hospitality Industry. The text takes a "how-to", "by the numbers" approach to consultative hospitality sales. It is filled with practical, useable information for all kinds of sales situations in the hospitality arena. The text takes the reader all the way from prospecting to negotiations through closing. It includes a chapter of personal selling "tools" and discusses listening skills. The text emphasizes ethics and attempts to create a customer-oriented sales person who succeeds by serving the needs of the customer. It is recommended as a support handbook in a traditional Hospitality Marketing and Sales course or as a primary text in a Sales Course.

Read More Show Less

Product Details

  • ISBN-13: 9781401834784
  • Publisher: Cengage Learning
  • Publication date: 12/24/2003
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 216
  • Product dimensions: 7.40 (w) x 9.40 (h) x 0.70 (d)

Meet the Author

Judy A. Siguaw earned her master's and doctorate degrees from Louisiana Tech University and her bachelor's degree from Lamar University. She has been awarded the Chancellor's Excellence in Teaching Award from the University of North Carolina at Wilmington; research grants from the Marketing Science Institute, American Express, and the American Hotel Foundation; and research awards from the Chartered Institute of Marketing, Cornell University, and the Academy of Marketing Science. She serves as the faculty advisor for the Cornell student chapter of the Hotel Sales and Marketing Association International and also as a trustee of the Hotel Sales and Marketing Association International Foundation Board. Dr. Siguaw's research interests include sales/sales management, channels of distribution, market orientation, and innovation. She has published in Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, Journal of Business Research, Journal of Marketing Education, Industrial Marketing Management, and others. She is a coauthor of American Lodging Excellence: The Key to Best Practices in the Lodging Industry and Introducing LISREL. Prior to entering academia, Dr. Siguaw spent 10 years in the corporate environment, including a sales position with General Foods Corporation, now a division of Philip Morris known as Kraft Foods. Today, Dr. Siguaw provides executive education and consulting in the area of sales.

Read More Show Less

Table of Contents

Chapter 1: Overview of Hospitality Sales. Chapter 2: Prospecting and Pre-Approach. Chapter 3: Approach by Adapting Social Style. Chapter 4: Approach through Listening and Trust. Chapter 5: Openings. Chapter 6: Probing for Needs. Chapter 7: The Presentation. Chapter 8: Handling Objections. Chapter 9: Gaining Commitment. Chapter 10: Post-Sales Follow-Up. Chapter 11: Hotel Contracts. Chapter 12: Servicing the Meeting. Chapter 13: Personal Selling Tools. Chapter 14: Revenue Management and Price Negotiations.

Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)