- Hardcover: 352 pages
- Publisher: John Wiley & Sons (20 Sep 1999)
- Language English
- ISBN-10: 0471296791
- ISBN-13: 978-0471296799
- Product Dimensions: 19.8 x 2.9 x 23.6 cm
- Amazon Bestsellers Rank: 1,597,405 in Books (See Top 100 in Books)
- See Complete Table of Contents
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Product Description
Product Description
What It Takes to be a Leader in Hospitality Sales–Principles and Techniques for Success What′s the key to success in today′s competitive hospitality industry? Sales–the art and science of telling potential customers that you have the product they need, when they need it, and where, at a price that′s right for them. Hospitality Sales: A Marketing Approach provides in–depth instruction based on the strategies of leading hospitality organizations. This comprehensive book introduces crucial sales and marketing concepts and describes how they apply to hospitality businesses and customers. An unparalleled teaching resource, this book:
∗ Presents selling as the vital link between marketing and operations
∗ Explains concepts and practices with clear, real–world examples
∗ Explores sales management technology, from office automation and yield management technology to point–of–sale systems and guest service technology
∗ Provides summaries and discussion questions at the end of each chapter
∗ Features a quick–reference glossary of important terms
Hospitality Sales: A Marketing Approach introduces students in any undergraduate program to the real world of hospitality sales and gives them the solid grounding they will need to embark on a successful career in hospitality sales.
∗ Presents selling as the vital link between marketing and operations
∗ Explains concepts and practices with clear, real–world examples
∗ Explores sales management technology, from office automation and yield management technology to point–of–sale systems and guest service technology
∗ Provides summaries and discussion questions at the end of each chapter
∗ Features a quick–reference glossary of important terms
Hospitality Sales: A Marketing Approach introduces students in any undergraduate program to the real world of hospitality sales and gives them the solid grounding they will need to embark on a successful career in hospitality sales.
From the Back Cover
What It Takes to be a Leader in Hospitality Sales–Principles and Techniques for Success What′s the key to success in today′s competitive hospitality industry? Sales–the art and science of telling potential customers that you have the product they need, when they need it, and where, at a price that′s right for them. Hospitality Sales: A Marketing Approach provides in–depth instruction based on the strategies of leading hospitality organizations. This comprehensive book introduces crucial sales and marketing concepts and describes how they apply to hospitality businesses and customers. An unparalleled teaching resource, this book:
∗ Presents selling as the vital link between marketing and operations
∗ Explains concepts and practices with clear, real–world examples
∗ Explores sales management technology, from office automation and yield management technology to point–of–sale systems and guest service technology
∗ Provides summaries and discussion questions at the end of each chapter
∗ Features a quick–reference glossary of important terms
Hospitality Sales: A Marketing Approach introduces students in any undergraduate program to the real world of hospitality sales and gives them the solid grounding they will need to embark on a successful career in hospitality sales.
∗ Presents selling as the vital link between marketing and operations
∗ Explains concepts and practices with clear, real–world examples
∗ Explores sales management technology, from office automation and yield management technology to point–of–sale systems and guest service technology
∗ Provides summaries and discussion questions at the end of each chapter
∗ Features a quick–reference glossary of important terms
Hospitality Sales: A Marketing Approach introduces students in any undergraduate program to the real world of hospitality sales and gives them the solid grounding they will need to embark on a successful career in hospitality sales.
Inside This Book
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First Sentence
"IBM Plans to Revamp Sales Structure" reads the headline of the Wall Street Journal, reporting that IBM sales account executives will now be organized by industry and not the more traditional geographic territory approach. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
"IBM Plans to Revamp Sales Structure" reads the headline of the Wall Street Journal, reporting that IBM sales account executives will now be organized by industry and not the more traditional geographic territory approach. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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2 reviews
1 of 1 people found the following review helpful
Good intro to the industry; good refresher course
19 Mar 2003
Format:Hardcover
I have to give this book a thumbs up. Real world examples. There are terms that are used throughout the book that are emphasized, and not relevanet to the real world. I have five years of Hospitality Marketing/CVB experience; I have been out of the business two years and this is an excellent refresher course.
Nice Conditions
7 Feb 2011
Format:Hardcover|Amazon Verified Purchase
I received this book in optimal conditions, with no highlights, perfect, almost clean. I was a good transaction. I am very happy with this book.
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