Browsing Pamplin College of Business by Title
Now showing items 1253-1272 of 1621
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Sales leaders: Go beyond responding quickly to RFPs
(2018-11-14)Seems like every time I read conference rewinds and articles on Hotel News Now, the discussion turns to what is different about hotel sales these days and what leaders should be doing to adapt. It is good that most executive ... -
Sales leaders: Go beyond responding quickly to RFPs
(Hotel News Now, 2018-11-14)Responding quickly to sales inquiries is not enough to stand out anymore. Sales leaders need to find ways to outsell the competition. -
Sales Manager’s Leadership Style In Context Of Contemporary Challenges In Selling Hotels Facilites Of Montenegro [Summary]
(Virginia Tech, 2010)Traditional sales management duties are being dramatically changed by buyer behavior dynamism, sales automation, salesperson empowerment, and shifts to new marketing channels. Inspiring the salespersons through more work ... -
Sales of healthy choices at fast food restaurants in Australia [Summary]
(Virginia Tech, 2012-04-01)Some fast food chains have introduced healthier options, however, sales data for these menu items are not publicly available. This study aimed to observe healthy and unhealthy meal purchases in Australian fast food stores -
Sales People Just Need to Start Doing a Better Job
(2008-09-01) -
Sales People Should Be Heard……..And Seen!
(2010-01) -
The Sales Process: Step Two Advancing The Sale
(Hotel Online, 2018-10-02)Are you ready to explore the next significant step of building a successful sales conversation? Knowing the steps to take to move the call along professionally will positively enhance sales closure. Remember you can't force ... -
A Sales Self-evaluation test for General Managers
(Hospitality Net, 2009-08) -
Sales skills in the hospitality industry [Summary]
(Virginia Tech, 1984)The study examines important skills that are necessary for employees to be better in sales. Presentation of the results of these surveys is preceded by commentary from the literature and from selected hotel sales executives ... -
Salespeople Motivation as Key Factor in Achieving Sales Management Goals in Hotel Industry [Summary]
(Virginia Tech, 2020-02-12)Sales management activities such as monitoring, directing, evaluation and rewarding represents useful ways for increasing the salesperson job satisfaction and organizational commitment. Motivating the sales effort usually ... -
Salesperson Slotting Allowance Authority in Manufacturer-Retailer Negotiations [Summary]
(Virginia Tech, 2014)Over the past 30 years, slotting allowances have played an important, albeit contentious, role in manufacturer-retailer relationships. As the debate over this practice continues, little attention is being paid to the role ... -
Scientific meeting going virtual reaching world
(2020-09-04)This article shares a few cases of science meeting moved to the virtual from the in-person conference due to the pandemic but had a huge success. Especially since attendees expect to learn and share their research and ... -
Second UK lockdown hurts hotels in run-up to holidays
(Hotel News Now, 2020-11-25)England's second lockdown entailed an unsurprising drop in travel and travel confidence ahead of the holiday season. Although travel was restricted domestically, English hotels continue to suffer from the nonexistent ... -
Seismic shift coming to revenue management, experts say
(Hotel News Now, 2019-02-14)Those involved in revenue management say the next 18 months to five years will be a critical transition period of hiring, consolidation and hyper-personalization with the guest. -
Selling Myths Revealed
(2017)The true measure of the success of any business is the bottom line—sales minus cost of sales. That’s about as bare-bones as you can get when looking at it. Managing the cost of sales is an analytical process. It’s pretty ... -
Selling rooms online: the use of social media and online travel agents [Summary]
(Virginia Tech, 2014)This paper aims to focus on the reason why hoteliers choose to be present in online travel agent (OTA) and social media websites for sales purposes. It also investigates the technological and human factors related to these ... -
Servant Versus Authentic Leadership: Assessing Effectiveness in China’s Hospitality Industry [Summary]
(Virginia Tech, 2020-02-13)Although authentic leadership is a "core form" of other positive types of leadership, this study shows a stronger effect of servant vs authentic leadership. Hospitality companies should conduct effective leadership as a ... -
Service behaviors and time preferences of rural and urban restaurant customers
(Virginia Tech, 2010-05-19)Do customers in rural and urban markets want the same thing from a restaurant server? While researchers have stressed the importance of sub-culture and made the call for empirical research, few studies have incorporated ...
