01658     2200313   4500001002100000005001500021035002000036008004100056020001500097041000800112082001000120084001600130100002400146245009000170260003200260300002700292500002400319520075700343650001201100650003201112650002101144700002301165990002601188990002601214990002601240990002601266990002601292990002601318INLIS00000000000324320221112011517  a0010-0520003243221112                |          | eng    a1401832814  aeng  a658.8  a658.8 MCN s0 aMcneill, Richard G.1 aSeeling Hospitality : A Situational Approach /cRichard G. Mcneill and John C. Crotts  aAustralia :bThomson,c2006  axvii, 334 p. ;c24 cm.  aIndeks : p. 321-334  aThe Book is designed to provide you with insights into the hospitality sales field as well as a realistic view of the knowledge and skills you wiil need to master in order to be successful in it. This framework provides a road map for your future that you can start using right away, but which also has the depth to be helpful throughout your career. This is unfortunate since the career opportunities for marketing-oriented students are more developed and promising in sales as compared to marketing. 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. 4aSeeling 4aHospital Industry-Marketing 4aSales management0 aand John C. Crotts  a11239/MKRI-P/XII-2008  a11240/MKRI-P/XII-2008  a11240/MKRI-P/XII-2008  a11239/MKRI-P/XII-2008  a11239/MKRI-P/XII-2008  a11240/MKRI-P/XII-2008