Preliminary communication
https://doi.org/10.20867/thm.11.2.9
NEGOTIATION TECHNIQUES IN SELLING HOTEL ROOMS
Darko Lacmanović
; Faculty of Tourism, Hospitality and Trade - Bar, Serbia and Montenegro
Abstract
Traditional sales management duties are being dramatically changed by buyer behavior dynamism, sales automatization, salesperson empowerment, and shifts to new marketing channels. Sales executives in the hospitality market face many challenges as they combat operating with less administrative help and dealing with tighter-fisted clients. With appearance of paradigm the relationship marketing,
negotiation can be noticed as consumer effort (I) which take part in developing the desired configuration of products, (2) provide valuable marketing information, and (3) become long term coproducent of marketing mix in company. The negotitation and negotiation techniques are constituent part in manner of performance sale activities, specially in hotel business. The negotiation in essence could be based on conflict or nonconflict situation. The example of conflict negotiation is overbooking situation. The example of non-conflict negotiation is selling hotel rooms, specially selling by allotment contract.
Keywords
sales management; hotel; hospitality market; negotiation
Hrčak ID:
181321
URI
Publication date:
30.12.2005.
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