Principles of Taxation for Business and Investment Planning or Hospitality Sales

Principles of Taxation for Business and Investment Planning

Author: Sally M Jones

This text is appropriate for a one-semester introductory tax course at either the undergraduate or graduate level in which the instructor emphasizes business planning and decision-making. The content of the text is highly compatible with the AICPA Model Tax Curriculum and is ideal for preparing students to take the revised computer-based CPA exam.

Jones takes a different approach to the study of taxation than the traditional tax return preparation approach. This book teaches students to recognize the role taxes play in business and investment decisions. In addition, the book presents the general role of taxation and its implications across all taxpaying entities before discussing the details relevant to specific entities. This approach allows students to really grasp the fundamental concepts that are the foundation for specific tax rules. The benefit is that the students will understand the framework of the tax system, even though specific tax rules and regulations change from year to year.

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Hospitality Sales: Selling Smarter

Author: Judy A Siguaw

This concise handbook addresses the processes of selling in the Hospitality Market. More and more, the act of selling is recognized as a function that is separate from and just as important as the function of marketing in the Hospitality Industry. The text takes a "how-to", "by the numbers" approach to consultative hospitality sales. It is filled with practical, useable information for all kinds of sales situations in the hospitality arena. The text takes the reader all the way from prospecting to negotiations through closing. It includes a chapter of personal selling "tools" and discusses listening skills. The text emphasizes ethics and attempts to create a customer-oriented sales person who succeeds by serving the needs of the customer. It is recommended as a support handbook in a traditional Hospitality Marketing and Sales course or as a primary text in a Sales Course.

Table of Contents:

1	Overview of Hospitality Sales	1
2	Prospecting and Preapproach	9
3	Approach by Adapting Social Style	29
4	Approach through Nonverbal Communication, Listening, and Trust	55
5	Openings	69
6	Probing for Needs	85
7	The Presentation	93
8	Handling Objections	107
9	Gaining Commitment	119
10	Post-Sale Follow-up	139
11	Hotel Contracts	145
12	Servicing the Meeting	155
13	Personal Selling Tools	167
14	Revenue Management and Price Negotiation	177
	Answers to Selected Exercises	193
	References	197
	Index	201