Personal selling—involving the sales process, sales management, and sales and technology—is the key link between operations and marketing.

This book presents the nuts and bolts of hospitality sales with attention to current technology, including both management and operations as well as customer service technology.

Contents:

SETTING THE STAGE.
Introduction to Sales and Marketing.
The Marketing Communication Mix.
THE PLAYERS.,br> Hospitality Customers: The Buyers.
Hospitality Businesses: The Suppliers.
Hospitality Businesses: More Suppliers.
PERSONAL SELLING AND SALES MANAGEMENT.
Personal Selling: The Sales Process.
Personal Selling: The Delivery.
Sales Management.
Sales and Technology: Part A Management and Operations.
Sales and Technology: Part B The Hospitality Customer.
INTERMEDIARIES AND PARTNERSHIPS.
Intermediaries.
Hospitality Partnerships.
Glossary.
Index

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