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2. • About the Book
• This book is for any Hotel sales managers, executives and hotel owners
looking to maximize team productivity through sales coaching. So sales
team can Conduct an effective deal/ pipeline review that and improves
forecast accuracy and uncovers new selling opportunities. Make the
transition from high performing salesperson to high performing sales
manager.
• I have observed over decade 90% salespeople (and managers) are not
realizing their fullest potential? What stands in the way to greater
performance it is not something they don’t have but something they don’t
get consistently.

3. • About the Author
• Gajanan Shirke, a hotel consultant, has years of extensive experience in the hospitality industry. His
thirst for learning and aspiration to become a multi-faceted expert in the hotel industry helped him
rise from employment to becoming an independent professional in the hospitality sector. Since his
last assignment as General Manager at Kamat Hotels, he has become a renowned hotel consultant
with a proven track record of developing, training and growing some of the best-known hotels,
restaurants and fast-food joints in the Indian market. He was an appointed as an expert consultant for
The Eighth meeting of the Board of Studies for Hotel Management & Catering Technology. He is a
visiting faculty at various Hotel Management Colleges and has trained over a thousand hospitality
professionals. He has completed numerous pre and post opening hotel consultancies in India and
overseas.
• In order to spread his extensive knowledge to aspiring hotel professionals, Gajanan has penned a
large number of books spanning different segments of the hospitality industry. Starting from his first
book ‘Bar Management and Operations’ published in 2010, he has written 23 books including
Hospitality Management, Food and Beverage Management, Hotel Engineering Management, Front
Office Management, Hotel Housekeeping Management, The Cookery Trilogy: Advance Cookery
Theory, The Cookery Trilogy: Foundation of Cookery, The Cookery Trilogy: The Basic Cookery Book,
Hotel Sales and Marketing, Hospitality Industry Accounting & Fundamentals, Customer Interaction
Excellence in Hospitality, History of Indian Cuisine – Volume 1, History of Indian Cuisine – Volume 2,
Hotel Owner’s Manual, Hotel Security & Prevention, Training Manager’s Manual, Exceptional Service
In Hospitality Six Sigma Way, etc.

4. • Books
• Author : Shirke
• Binding: Paperback
• Condition Type: New
• Country Origin: India
• Edition: First
• Gift Wrap: No
• Publication Date: 2014
• Publisher: Shroff Publishers & Distributors Pvt. Ltd