Now showing items 1-3 of 3
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 ...
Expectations of working relationships in international buyer–seller relationships: Development of a relationship continuum scale [Summary]
(Virginia Tech, 2007-07-23)
This study is an attempt to develop a scale to measure expectations of buyer-seller working relationships on a cross-cultural basis in the hospitality industry. The focus is on North American and Asian hotel salespeople. ...
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. ...