Handbook of Teaching and Learning in Tourism
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Handbook of Teaching and Learning in Tourism

Edited by Pierre Benckendorff and Anita Zehrer

This comprehensive Handbook provides an international perspective on contemporary issues and future directions in teaching and learning in tourism. Key topics include assurance of learning, development of skills, learning in the field, work integrated learning, sustainability and critical studies, internationalisation, technology enabled learning, links between teaching and research, and graduate student supervision. Within these topics attention is devoted to the discussion of curriculum, pedagogy, assessment, students, educators and trends and issues. The Handbook provides a valuable resource for understanding teaching and learning theory and practice in tourism.
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Chapter 4: Teaching sales and negotiations

John C. Crotts

Abstract

Hospitality and tourism organizations invest a considerable amount of time and resources in recruiting and training sales managers. However, few universities are responding to this marketing demand by providing courses in sales management. The intent of this chapter is to expand educators’ awareness of the importance of this competency area to our field and of how to teach it to our students. It is my hope that sales education will be improved, and that more faculty will be drawn to the field of sales and negotiations, not only for teaching but also for rigorous research.

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