A Guide for the Hospitality Industry: Everybody Sells
Edition: 2
Copyright: 2025
Edition: 2
Copyright: 2025
Pages: 286
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A Guide for the Hospitality Industry: Everybody Sells emphasizes the philosophy that EVERYONE in hospitality sells. Whether you are selling yourself, an idea, a product or a service, there are techniques one uses to influence and persuade others. The new edition presents the basic concepts of sales and helps readers develop skills by providing an applicable sales experience in addition to vital information.
A Guide for the Hospitality Industry: Everybody Sells includes:
- a "role-play" workbook of detailed sales scenarios, allowing students to practice sales concepts as they learn them
- multiple tools to focus readings, including Summaries, Key Terms, Discussion Questions, and Learning Objectives
- large headings and eye-catching tables and graphics for ease of future reference
- access to powerful speech-capture software that allows students to upload sales presentations and videos to receive real-time professor feedback
Chapter 1 History of Sales Profession: Evolution of Hospitality Sales Promotion
Chapter 2 Mapping the Guest Experience: Marketing
Chapter 3 Everyone Sells in Hospitality
Chapter 4 Preparing to Be a Hospitality Professional
Chapter 5 Developing Business Relationships
Chapter 6 Being a Hospitality Product Expert
Chapter 7 Understanding Hospitality Guests
Chapter 8 Seeking Prime Clients for the Hospitality Product
Chapter 9 Establishing the Sales Conversation
Chapter 10 Telling the Hospitality Story
Chapter 11 Overcoming Client Concerns
Chapter 12 Asking for the Sale: Sealing the Deal
Chapter 13 Service after the Sale
Chapter 14 Management of the Sales Force and Practical Applications