The future of personal selling in the hotel industry.

The hotel industry depends considerably on personal selling. Personal selling is the personal presentation of a tangible product or intangible services or ideas to the customers (Personal Selling in Tourism industry | BMS.co.in, 2013). Personal selling is important to initiate and build the commercial face-to-face relationship with customers. The advantage of personal selling compared to …

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How cross-selling is a vital tool in the hotel-industry.

Cross-selling is vital to make revenue in the hotel industry. Cross-selling can be defined as: ‘’the sale of products to current customers who are already purchasing one or several products from the supplying company (Peelen & Beltman, 2013)’’. Guests of hotels at the top end of the hospitality range of properties are being under-serviced. The …

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Creating value in relationship policy by using life events in the hotel industry.

According to Peelen & Beltman (2013) life events are moments of truth, offering unique possibilities to prove value to the customers. Dependent on the value proposition life events can be seen as an opportunity to provide value. Creating value can be positively or in the customers’ hour of need. Assessing the impacts of life events on …

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The importance of customer loyalty and relationships in the hotel industry

The main purpose of a hotel is to create and retain customers who bring profit into the company in order to be able to keep existing. Wu & Lu (2012) discuss the tourism and service industries, pointing out the relevance of customer orientation. Research shows that the main income of several hotels comes from its …

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