Welcome Transcript
WEEK 5
PHASE ONE: Personal and Professional Strategy
Step # 2: Personal Management
Topic 1: Professional Selling and Your Career
Input (9/22/99)
Introduction
Hi!
Doctor Mac here.
Welcome to another session of Hospitality Sales Management
This is
PHASE ONE: Personal and Professional Strategy
Step # 2: Personal Management
Topic 1: Professional Selling and Your Career
Body
In the last session, you completed Step # 1 of the 8 step Consultative Selling Model. Step # 1 taught you the importance of Professional Management. Over 5 topics you became familiar with:
- Consultative Selling Philosophy
- Overview of the Hospitality Industry
- The Marketing Concept and Sales
- Sales Management Functions and
- Hospitality Salespeople and Organization
This information provided you perspective of the dimensions and characteristics of the hospitality industry and the profession of hospitality sales.
We now will move to Step # 2 of the Consultative Selling Model, Personal Management. Over the next 4 topics you will learn how to manage yourself in order to become a more professional, integrated, and balanced person.
In topic # 1 you will learn about the career path in hospitality sales and how you can blueprint and proactively manage your career.
The purpose of this topic is to give you tools to manage yourself toward a successful career.
When you have completed this topic, you should:
- Be familiar with several career paths available to salespeople.
- Know that selling is a form of "influencing" that is essential in most professional careers outside of those formally designated as "sales."
- Have a set of tools that you can use to actively manage any career path that you choose to take.
Close
In this topic, you learned the dimensions of a career in sales, it's connection to rising toward top management of an organization, and how to actively manage this career.
The next topic, # 2, Essential Personal & Team Skills, provides specific information on the necessary skills for success in hospitality sales.
So, let's get to work!
This is Dr. Mac saying, "Persevere and be of good cheer!"
Reading time: Approximately 2 minutes.
Once you have finished you should:
Go back to Selling and Your Career
Send E-mail to Richard G McNeill Ed.D., CHME
or call (520) 523-1713
Copyright © 1999
Northern Arizona University
ALL RIGHTS RESERVED
