Ch. 1. Hospitality sales : foundations of success
Ch. 2. Buyers and sellers in the hospitality industry
Ch. 3. Creating mutually beneficial value exchanges
Ch. 4. The new world of buying : changing perceived value has reshaped buying decisions
Ch. 5. The new world of selling : responding to changing buyer perceptions of value
Ch. 6. Situational selling : selling approaches depend on value perceptions of both buyer and seller
Ch. 7. Phase one pre-negotiation strategy : negotiation preparation and planning
Ch. 8. Phase two approaching the buyer
Ch. 9. Phase two investigating needs
negotiation process strategy : step three
demonstrating capability.
