Implementasi Metode Up-Selling di Potato Head Beach Club - Dinatai, Putu Agus Krisna; Sanjiwani, Gusti Agung Mirah (Jurnal Ilmiah Pariwisata dan Bisnis, 2023)
Implementasi metode up-selling kurang optimal dilakukan oleh pramusaji di Potato Head Beach Club. Hal ini dapat dilihat dari kurangnya tindak lanjut dan pemeliharaan terhadap standar up-selling yang dilakukan oleh pramusaji di Potato Head Beach Club. Tujuan penelitian adalah mengetahui implementasi dan faktor-faktor pramusaji melakukan metode up-selling di Potato Head Beach Club. Penelitian menggunakan pendekatan deskriptif kualitatif dengan metode pengumpulan data dengan cara observasi, wawancara, dan studi dokumentasi. Hasil penelitian menunjukkan bahwa implementasi metode up-selling berdasarkan teori ahli yang diterapkan pada standar operasional prosedur di Potato Head Beach Club sudah dilaksanakan dengan baik seperti: mencari calon pelanggan/pembeli, melakukan pendekatan kepada calon pelanggan/pembeli, presentasi dan demonstrasi, mengatasi keberatan atau penolakan, penutupan. Namun ada satu (1) poin yang belum di lakukan dengan baik, yaitu melakukan tindak lanjut dan pemeliharaan seperti melakukan quality check terhadap makanan yang disajikan. Faktor yang mendukung pramusaji dalam mengimplementasikan up-selling adalah product knowledge, first impression dan pendekatan yang pramusaji dilakukan dan faktor cuaca. Manajemen Potato Head Beach Club diharapkan agar lebih meningkatkan pelatihan tentang product knowledge dan memaksimalkan implementasi up-selling di Potato Head Beach Club, agar tetap sejalan dengan standar yang sudah di tetapkan oleh perusahaan. The implementation of the less than optimal up-selling method was carried out by the waitress at Potato Head Beach Club. This can be seen from the lack of follow-up and maintenance of up-selling standards by the waiters at Potato Head Beach Club. The purpose of the study was to determine the implementation and factors of the waiter doing the up-selling method at Potato Head Beach Club. The study used a qualitative descriptive approach with data collection methods by observation, interviews, and documentation studies. The results show that the implementation of the up-selling method based on expert theory applied to standard operating procedures at Potato Head Beach Club has been carried out well such as: looking for prospective customers/buyers, approaching potential customers/buyers, presentations and demonstrations, overcoming objections or complaints, rejection, and farewell. However, there is one (1) point that has not been done well, namely carrying out follow-up and maintenance such as conducting quality checks on the food served. Factors that support waiters in implementing up-selling are product knowledge, first impressions and the approach that the waiter takes and weather factors. Potato Head Beach Club management is expected to improve training on product knowledge and implementation of up-selling at Potato Head Beach Club, in order to stay in line with the standards set by the company.