Includes bibliographical references and index.

Chapter 1. Hospitality Leaders Know How To Influence -- Chapter 2. Buyers and Sellers in The Hospitality Industry -- Chapter 3. Creating Mutually Beneficial Value Exchanges -- Chapter 4. The New World of Buying: Value Perceptions affect Buying Decisions -- Chapter 5. The New World of Selling: Response to Buyers Perceptions of Value -- Chapter 6. Situational Selling: Strategies and Tactics Depend on Value Perceptions of Both Buyer and Seller -- Chapter 7. Negotiation Preparation and Planning -- Chapter 8. Step One - Approaching the Buyer -- Chapter 9. Step Two - Investigating Needs -- Chapter 10. Step Three - Demonstrating Capability -- Chapter 11. Step Four - Negotiating Concerns -- Chapter 12. Step Five -Gaining Commitment -- Chapter 13. After Sale Implementation, Relationship Management, and Continuous Improvement -- Chapter 14. Personal and Professional Development -- Chapter 15. Sales Management: New Exchanges Processes Require a New Management Approach -- Chapter 16. Sales Intermediaries: Partners in Supply Chain -- Chapter 17. Sales and Technology -- Chapter 18. The Future of Hospitality Sales: A Situational World.

"Drawing from the insights of leading sales executives, Selling Hospitality: A Situational Approach discusses the changing hospitality sales profession, including the three emerging selling roles and when to use them. Transactional selling, consultative selling, and alliance selling are unique approaches that salespeople use depending on situational factors. 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."--Jacket.