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All Journal Journal of Business and Management Inaba
Faturrahman, Azhali Cendra
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Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Social Sciences

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Personal Selling Done by Raffles Hotel Jakarta’s Salespersons Wibawa, Idham Sakti; Fajri, Ilham; Faturrahman, Azhali Cendra
Journal of Business and Management Inaba Vol. 3 No. 1 (2024): Volume 3 Number 1, June 2024
Publisher : Universitas Indonesia Membangun (Inaba)

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.56956/jbmi.v3i01.286

Abstract

Personal selling remains a fundamental aspect of modern marketing strategies, particularly in the hospitality industry. This study examines the nuanced techniques employed by salespersons at Raffles Jakarta, a renowned luxury hotel, to effectively engage potential clients and drive sales. Through qualitative analysis, including interviews and observations, the study explores the personalized approaches, relationship-building tactics, and adaptability demonstrated by Raffles Jakarta's sales team. Findings reveal the significance of tailoring sales pitches to individual client preferences, leveraging interpersonal skills to establish trust and rapport, and the importance of continuous adaptation to evolving market dynamics. Insights gleaned from this study contribute to a deeper understanding of effective personal selling practices within the context of upscale hospitality, offering valuable implications for both practitioners and researchers in the field of sales and marketing.
Co-Authors Ilham Fajri, Ilham Wibawa, Idham Sakti