Selling Hospitality Chapter 1 Hospitality Sales Foundations of

Types of Buyers-Sellers in the Hospitality Industry Professional Services Copyright © 2006 Thomson Delmar

AIDA Principles in Marketing • Awareness • Interest • Desire • Action Copyright ©

Copyright © 2006 Thomson Delmar Learning All Rights Reserved

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

The Basics of E-IQ Knowing your feelings and using them to make life decisions

Sales Compensation The basic goals of any compensation system are to enhance a firm’s

Sales Bonuses Exceeding sales quotas Making sales in low-demand seasons or dates Increasing sales

Job Requirements in the Career Ladder of Hospitality Sales Professionals Copyright © 2006 Thomson

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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, Copyright for © 2006 example Thomson Delmar Learning All Rights Reserved

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 Copyright © 2006 Thomson Delmar Learning All Rights Reserved

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 Copyright © 2006 Thomson Delmar Learning All Rights Reserved