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Sales Tips

Selling to Hotel and Motel Management Businesses

Most would agree that hotel and motel management businesses are high value sales targets in today's marketplace. Here is the information you need to get started selling to this market.

There's no such thing as an easy B2B sale. To succeed in this environment, you need a strategy that is built on the fundamentals of good business.

If selling to hotel and motel management businesses is your bread and butter, your odds of success increase dramatically when you incorporate a few proven resources and techniques into the selling process.

Sales Incentives

In a perfect world, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed hotel and motel management business sales targets.

Incentives don't have to break your budget -- sometimes a simple, affordable incentive that recognizes a team member's performance is more valuable than an expensive incentive that lacks recognition or prestige.

Marketing to Hotel & Motel Management Businesses

There are multiple methods for marketing your products to hotel and motel management businesses. In addition to personal contacts, advertisements in relevant media combined with online marketing techniques significantly increase your ability to promote your products to prospects and existing customers.

Many businesses find that direct marketing is a useful resource in marketing to hotel and motel management businesses because it is a non-threatening resource for introducing their products to new customers.

The first step in developing a direct marketing campaign is to obtain a lead list from an established third-party provider like Experian Business Services, a company with a reputation for quality and service. From there, you can customize your direct marketing approach toward your company's strengths and perceived needs in the marketplace.

Hiring Staff

Your sales team is your most valuable sales asset. A first-rate sales strategy is ineffective if your sales team is unable to do their jobs effectively.

Most hotel and motel management businesses appreciate the value of sales professionals who are conversant in the industry and knowledgeable about their product lines. When a customer has a problem with an order, the sales rep is usually the first person they contact so it's imperative for your team to be trained in the processes that are required to maintain the customer relationship after they have closed the sale.

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