Hospitality Sales: Selling Smarter
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.