Hospitality sales : selling smarter /
Siguaw, Judy A.
Bojanic, David C.
Clifton Park, NY : Thomson Delmar Learning,
c2004.
Overview of hospitality sales -- Prospecting and preapproach -- Approach by adapting social style -- Approach through nonverbal communication, listening, and trust -- Openings -- Probing for needs -- The presentation -- Handling objections -- Gaining commitment -- Post-sale follow-up -- Hotel contracts -- Servicing the meeting -- Personal selling tools -- Revenue management and price negotiation.
Hospitality industry