{"product_id":"hospitality-sales-9780471296799","title":"Hospitality Sales","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eFor a required or elective course in Hospitality Sales and Introductory Sales Training for Industry taught out of the hospitality management or marketing program at the freshman\/sophomore level at the two-year and four-year levels.  Some hospitality programs will use this book in the lower level marketing course (taught out of the business school) as well.\u003c\/p\u003e \u003cp\u003eFocused on the sales aspect of hospitality (not just marketing), this book addresses the primary focus of sales as the communication aspect of marketing as well as direct personal selling to potential customers.  Shaw\/Morris positions personal selling as having the right product, in the right place, at the right time, and at the right price applied to hotels or foodservice operations.  With this emphasis on personal selling - the sales process, sales management, sales and technology - sales becomes integral to the student''s understanding of operations and marketing.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eSETTING THE STAGE.\u003cbr\u003e \u003cbr\u003e Introduction to Sales and Marketing.\u003cbr\u003e \u003cbr\u003e The Marketing Communication Mix.\u003cbr\u003e \u003cbr\u003e THE PLAYERS.\u003cbr\u003e \u003cbr\u003e Hospitality Customers: The Buyers.\u003cbr\u003e \u003cbr\u003e Hospitality Businesses: The Suppliers.\u003cbr\u003e \u003cbr\u003e Hospitality Businesses: More Suppliers.\u003cbr\u003e \u003cbr\u003e PERSONAL SELLING AND SALES MANAGEMENT.\u003cbr\u003e \u003cbr\u003e Personal Selling: The Sales Process.\u003cbr\u003e \u003cbr\u003e Personal Selling: The Delivery.\u003cbr\u003e \u003cbr\u003e Sales Management.\u003cbr\u003e \u003cbr\u003e Sales and Technology: Part A Management and Operations.\u003cbr\u003e \u003cbr\u003e Sales and Technology: Part B The Hospitality Customer.\u003cbr\u003e \u003cbr\u003e INTERMEDIARIES AND PARTNERSHIPS.\u003cbr\u003e \u003cbr\u003e Intermediaries.\u003cbr\u003e \u003cbr\u003e Hospitality Partnerships.\u003cbr\u003e \u003cbr\u003e Glossary.\u003cbr\u003e \u003cbr\u003e Index.","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402557137239,"sku":"9780471296799","price":134.95,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471296799.jpg?v=1730480748","url":"https:\/\/bookcurl.com\/products\/hospitality-sales-9780471296799","provider":"Book Curl","version":"1.0","type":"link"}