An Exploratory Study of Sales Managers’ Activities in Lodging Properties [Summary]

Abstract

According to the research, it is recommended for limited-service hotels to allow their sales managers to focus on specific sales activities rather than on marketing or operational activities that are not relevant to revenue-generating. Moreover, for full-service hotel sales managers, companies provide sales training mostly focusing on closing the contract or adding more revenues rather than the ‘comfortable’ relationship-building activities. Those implications can be applied for hotel franchising companies who want to train their franchisees’ sales managers by providing proper segment-specific sales training programs in order to enhance sales within full and limited-service hotels both.