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Klappentext 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. This will explian the importance of planning out your business moves and provide you with guidence when making difficult decisions. Zusammenfassung 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. Inhaltsverzeichnis Chapter 1: Hospitality Leaders Know How To InfluenceChapter 2: Buyers and Sellers in The Hospitality IndustryChapter 3: Creating Mutually Beneficial Value ExchangesChapter 4: The New World of Buying: Value Perceptions affect Buying DecisionsChapter 5: The New World of Selling: Response to Buyers Perceptions of ValueChapter 6: Situational Selling: Strategies and Tactics Depend on Value Perceptions of Both Buyer and SellerChapter 7: Negotiation Preparation and PlanningChapter 8: Step One - Approaching the BuyerChapter 9: Step Two - Investigating NeedsChapter 10: Step Three - Demonstrating CapabilityChapter 11: Step Four - Negotiating ConcernsChapter 12: Step Five -Gaining CommitmentChapter 13: After Sale Implementation! Relationship Management! and Continuous ImprovementChapter 14: Personal and Professional DevelopmentChapter 15: Sales Management: New Exchanges Processes Require a New Management ApproachChapter 16: Sales Intermediaries: Partners in Supply ChainChapter 17: Sales and TechnologyChapter 18: The Future of Hospitality Sales: A Situational World ...
