ABSTRACT

Appearance and personality will enter into the picture because the salesperson will be representing the property and presenting the best image on sales calls is important. The salesperson is a key staff member who increases business; therefore, the one selected must represent the property in the best way possible. People judge appearances before personality even enter into the picture. Once the new salesperson has been employed, the operator has the responsibility of providing direction and training. A good addition to any lodging operation may very well be a sales representative company. Incentives for sales personnel are all across the board; with probably hundreds of different programs and plans based on many different things. The solution to the problem is not for lodging owners or operators to accept the responsibility of being chiefs-in-charge of sales. Instead, they must establish objectives for the sales department; objectives that are results oriented.