Why do large hotels spend a major part of their promotional budget on personal selling?

Answer 1

Large hotels spend a major part of their promotional budget on personal selling because it allows them to establish a direct and personal relationship with potential customers. Personal selling involves face-to-face communication between a salesperson and a prospective customer. This type of marketing strategy allows hotels to communicate directly with their target audience, understand their needs and preferences, and tailor their sales pitch accordingly.

Moreover, personal selling can help hotels to differentiate themselves from competitors and create a unique value proposition. A well-trained sales force can highlight the hotel's unique features, amenities, and services to prospective customers, persuading them to choose the hotel over other options. It can also help to build trust and credibility, as customers are more likely to believe and act on the advice of a person they have met and interacted with.

Personal selling also allows hotels to collect valuable feedback from potential customers, enabling them to improve their services and offerings. The salesperson can identify the customer's concerns, objections, and preferences, and provide this information to the hotel management, who can use it to make informed decisions.

In summary, personal selling is an effective marketing strategy for large hotels as it allows them to establish a direct and personal relationship with potential customers, differentiate themselves from competitors, build trust and credibility, and collect valuable feedback to improve their services and offerings.