Hospitality Sales or Battling Big Business

Hospitality Sales: A Marketing Approach

Author: Margaret Shaw

What It Takes to be a Leader in Hospitality Sales-Principles and Techniques for Success What's the key to success in today's competitive hospitality industry? Sales-the art and science of telling potential customers that you have the product they need, when they need it, and where, at a price that's right for them. Hospitality Sales: A Marketing Approach provides in-depth instruction based on the strategies of leading hospitality organizations. This comprehensive book introduces crucial sales and marketing concepts and describes how they apply to hospitality businesses and customers. An unparalleled teaching resource, this book:
* Presents selling as the vital link between marketing and operations
* Explains concepts and practices with clear, real-world examples
* Explores sales management technology, from office automation and yield management technology to point-of-sale systems and guest service technology
* Provides summaries and discussion questions at the end of each chapter
* Features a quick-reference glossary of important terms
Hospitality Sales: A Marketing Approach introduces students in any undergraduate program to the real world of hospitality sales and gives them the solid grounding they will need to embark on a successful career in hospitality sales.

Table of Contents:

SETTING THE STAGE.
Introduction to Sales and Marketing.
The Marketing Communication Mix.
THE PLAYERS.
Hospitality Customers: The Buyers.
Hospitality Businesses: The Suppliers.
Hospitality Businesses: More Suppliers.
PERSONAL SELLING AND SALES MANAGEMENT.
Personal Selling: The Sales Process.
Personal Selling: The Delivery.
Sales Management.
Sales and Technology: Part A Management and Operations.
Sales and Technology: Part B The Hospitality Customer.
INTERMEDIARIES AND PARTNERSHIPS.
Intermediaries.
Hospitality Partnerships.
Glossary.
Index.

New interesting textbook: Economia di lavoro

Battling Big Business: Countering Greenwash, Front Groups and Other Forms of Corporate Deception

Author: Eveline Lubbers

After big business suffered several spectacular media defeats, from the Mclibel suit where McDonalds won the suit but lost the war, to Monsanto's underestimation of resistance to genetically modified organisms, corporations are fighting back. Hard. From surveillance to legal suits, from lobbyists crafting laws to PR groups' greenwashing crimes Battling Big Business reveals how corporate giants attempt to control their "enemies"-and how groups and individuals can fight back.

Contributors include Naomi Klein, George Monbiot, Sharon Beder, Andy Rowell and Eveline Lubbers.

Eveline Lubbers is an investigative reporter and activist living in Amsterdam. She co-founded the Jansen & Janssen Bureau to monitor police and secret services. She has produced books on corporate intelligence and PR strategies of multinationals against their critics, subjects mainly in Dutch. Her works can be found at Evel's Writing www.evel.nl, and the work of the Bureau at www.burojansen.nl.