Your new product has changed the rulesof the market. Now, you have to changethe rules for selling it ...Providing a truly innovative product or serviceis the difference between life and deathfor companies today. But once you've producedit, you have to answer the next bigquestion: How do I sell this [...]

Discusses the changing hospitality sales profession, including the three emerging selling roles and when to use them. Transactional selling, consultative selling and alliance selling are unique approaches that salespeople use depending on situational factors.[...]