Selling hospitality : (Record no. 4389)

MARC details
000 -LEADER
fixed length control field 02470nam a2200229Ia 4500
003 - CONTROL NUMBER IDENTIFIER
control field NULRC
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20250520094842.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 250520s9999 xx 000 0 und d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 1401832814
040 ## - CATALOGING SOURCE
Transcribing agency NULRC
050 ## - LIBRARY OF CONGRESS CALL NUMBER
Classification number HF 5438.25 .M36 2006
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name McNeill, Richard G.
Relator term author
245 #0 - TITLE STATEMENT
Title Selling hospitality :
Remainder of title a situational approach /
Statement of responsibility, etc. Richard G. McNeill Jr. and John C. Crotts
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. Clifton Park, New York :
Name of publisher, distributor, etc. Thomson/Delmar Learning,
Date of publication, distribution, etc. c2006
300 ## - PHYSICAL DESCRIPTION
Extent xvii, 334 pages :
Other physical details illustrations ;
Dimensions 25 cm.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes bibliographical references and index.
505 ## - FORMATTED CONTENTS NOTE
Formatted contents note Chapter 1. Hospitality Leaders Know How To Influence -- Chapter 2. Buyers and Sellers in The Hospitality Industry -- Chapter 3. Creating Mutually Beneficial Value Exchanges -- Chapter 4. The New World of Buying: Value Perceptions affect Buying Decisions -- Chapter 5. The New World of Selling: Response to Buyers Perceptions of Value -- Chapter 6. Situational Selling: Strategies and Tactics Depend on Value Perceptions of Both Buyer and Seller -- Chapter 7. Negotiation Preparation and Planning -- Chapter 8. Step One - Approaching the Buyer -- Chapter 9. Step Two - Investigating Needs -- Chapter 10. Step Three - Demonstrating Capability -- Chapter 11. Step Four - Negotiating Concerns -- Chapter 12. Step Five -Gaining Commitment -- Chapter 13. After Sale Implementation, Relationship Management, and Continuous Improvement -- Chapter 14. Personal and Professional Development -- Chapter 15. Sales Management: New Exchanges Processes Require a New Management Approach -- Chapter 16. Sales Intermediaries: Partners in Supply Chain -- Chapter 17. Sales and Technology -- Chapter 18. The Future of Hospitality Sales: A Situational World.
520 ## - SUMMARY, ETC.
Summary, etc. "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. The text explores customer motives and how sales professionals can tailor their approach to the buyer's perception of value. Selling Hospitality will help you understand the new world of buyer-seller relationships and succeed in each sales situation."--Jacket.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element SELLING
700 ## - ADDED ENTRY--PERSONAL NAME
Personal name Crotts, John C.
Relator term co-author
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Library of Congress Classification
Koha item type Books
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Collection Home library Current library Shelving location Date acquired Source of acquisition Total checkouts Full call number Barcode Date last seen Copy number Price effective from Koha item type
    Library of Congress Classification     Tourism Management LRC - Main National University - Manila General Circulation 09/15/2011 Reaccessioned   GC HF 5438.25 .M36 2006 NULIB000002148 05/20/2025 c.1 05/20/2025 Books