Personal Selling in Hospitality

Personal selling in the tourism and hospitality industry is an essential part of destination and hotel sales, driving base demand, creating awareness, and is becoming more competitive than ever before as organizations' continue to learn the benefits of this marketing component. This paper will analyze some of the traits that could be associated with the ideal salesperson in this industry by reviewing the literature as well as conducting an interview with a marketing professional who is a representative of the Hilton Hotel organization. Above all other traits, it was found that the ideal salesperson should have impeccable interpersonal skills that can address the personal issues that a potential client may have and solve their unique problems. Customer's problems are ultimately their needs and these needs can be met by tailoring the marketing message in a personalized way to address the individual needs found in potential clients....
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