Overview

For 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. Focused 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.

Full Product Details

9780471296799

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Author Information

MARGARET SHAW, BS, MBA, PhD, is Professor at the University of Guelph in Ontario, Canada. SUSAN V. MORRIS, Vice President, Marketing for HQ Global Workplaces, Inc., spent ten years at the top levels of the Marriott sales organization.

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