Selling in the hospitality industry

Authored by: Jeffrey A. Beck

The Routledge Handbook of Hospitality Marketing

Print publication date:  October  2017
Online publication date:  October  2017

Print ISBN: 9781138214668
eBook ISBN: 9781315445526
Adobe ISBN:

10.4324/9781315445526.ch13

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Abstract

This chapter investigates the evolution of sales in hospitality. A review of various sales methodologies in the context of hospitality is included. The use of relationship selling has been pervasive in hospitality, yet the changing nature of the buying process and the use of technology threatens the status quo. The revenue management function has also had an impact on how salespeople interact with customers, and the revenue manager as well. Finally, hotel companies are reorganizing the sales function to a more centralized approach. Taking into consideration these trends and events, the chapter concludes with recommendations for future research.

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