Selling Hospitality Chapter 1

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Presentation transcript:

Selling Hospitality Chapter 1 Hospitality Sales: Foundations of Success

Types of Buyers-Sellers in the Hospitality Industry Professional Services

AIDA Principles in Marketing Awareness Interest Desire Action

Traits of Successful Salespeople The marshmallow torment experiment Optimism PONS Test E-IQ

The Basics of E-IQ Knowing your feelings and using them to make life decisions you can live with Being able to manage your emotional life without being hijacked by it—not being paralyzed by depression or worry, or swept away by anger Persisting in the face of setbacks and channeling your impulses in order to pursue your goals Empathy—reading other people’s emotions without their having to tell you what they are feeling Handling feelings in relationships with skill and harmony—being able to articulate the unspoken pulse of a group, for example

Sales Compensation The basic goals of any compensation system are to enhance a firm’s performance and to attract and motivate personnel.  

Sales Compensation The basic goals of any compensation system are to enhance a firm’s performance and to attract and motivate personnel.   Generally there are three basic methods: straight salary straight commission combination plans of salary plus commissions or bonuses

Sales Bonuses Exceeding sales quotas Making sales in low-demand seasons or dates Increasing sales to more profitable customers Increasing account penetration to existing accounts

Job Requirements in the Career Ladder of Hospitality Sales Professionals

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