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Hospitality Industry Sales Force Automation: Organizational and Individual Levels of Adoption and the Implications on Performance, Productivity and Profitability [Summary]
(Virginia Tech, 2008-10-12)
The growth of sales force automation (SFA) in the hospitality industry in recent years has led to virtually every hotel salesperson having a computer at his or her desk in order to perform his or her sales responsibilities. ...
The Importance of Selling Abilities in Corporate Hospitality Sales to Corporate Customers [Summary]
(Virginia Tech, 2008-10-20)
Little has been published recently about the salesperson/customer dyad. Drawing upon the selling and sales literature in the area of marketing, the authors with the cooperation of a large anonymous hotel company conducted ...