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Hospitality Sales : Selling Smarter Hardcover David C., Siguaw, J

Free US Delivery | ISBN:1401834787
Better World Books
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US $4.50
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Condition:
Very Good
“Used book that is in excellent condition. May show signs of wear or have minor defects. 100% ”... Read moreAbout condition
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Last updated on 04 Aug, 2025 16:15:11 BSTView all revisionsView all revisions

Item specifics

Condition
Very Good
A book that has been read and does not look new, but is in excellent condition. No obvious damage to the book cover, with the dust jacket (if applicable) included for hard covers. No missing or damaged pages, no creases or tears, no underlining or highlighting of text, and no writing in the margins. Some identifying marks on the inside cover, but this is minimal. Very little wear and tear. See the seller’s listing for full details and description of any imperfections. See all condition definitionsopens in a new window or tab
Seller notes
“Used book that is in excellent condition. May show signs of wear or have minor defects. 100% ...
Book Title
Hospitality Sales : Selling Smarter Hardcover David C., Siguaw, J
ISBN
9781401834784

About this product

Product Identifiers

Publisher
Delamr Cengage Learning
ISBN-10
1401834787
ISBN-13
9781401834784
eBay Product ID (ePID)
30424701

Product Key Features

Number of Pages
500 Pages
Language
English
Publication Name
Hospitality Sales : Selling Smarter
Publication Year
2003
Subject
Careers / General, Industries / Hospitality, Travel & Tourism
Type
Textbook
Subject Area
Business & Economics
Author
David C. Bojanic, Judy A. Siguaw
Format
Hardcover

Dimensions

Item Height
0.9 in
Item Weight
20.8 Oz
Item Length
9.3 in
Item Width
7.5 in

Additional Product Features

Intended Audience
Scholarly & Professional
LCCN
2003-064583
Dewey Edition
22
Reviews
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.
Illustrated
Yes
Dewey Decimal
647.94/068/8
Synopsis
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., 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., 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.
LC Classification Number
TK911.3.M3

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Better World Books

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    AAA+++; Excellent Service; Great Pricing; Fast Delivery-Faster Than Expected to Hawaii , Received 07/27; Paperback book in Great Condition as Described ; TLC Packaging; Excellent Seller Communication, Sends updates . Highly Recommended!, Thank you very much!
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    Excellent prices on used books in great condition. Shipped out quickly. Product condition is accurate to rating in listing. Thanks! NOTE: For this particular book (I ordered several), it came in a soft cover rather than hard cover as the listing stated. I contacted the seller and they responded promptly. They agreed that it was a listing error and provided me with a full refund for this book (without return required) proving they are both a responsible and trustworthy seller.
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