SALES and marketing in the hotel industry is a highly specialized skill, where professionals employ various strategies and schemes to foster and strengthen their relationships with individual guests and corporate clients, or with destination management companies and travel agencies.
Hotel Sales and Marketing Association president Loleth So told me, “We do not hard-sell. We value building relationships and take this very seriously. We even have sales trainings focused on these skills, so clients do not feel we are patronizing them, but rather taking care of them. That makes the difference.”
And it can be as simple as remembering special occasions like birthdays, company anniversaries and milestones. “We give them cakes, pastries, vouchers, among others, to show our appreciation for the business partnership,” she says. Under the individual categories, the Virtus Award for Outstanding Sales and Marketing Associate was given to Belmont Manila eCommerce executive Mika Paula Bustillo and Ascott’s assistant manager for content and graphics Christian Paulo Morales, while Midas Hotel senior sales manager for rooms Ma. Fe Pulga received the award for Outstanding Sales and Marketing Manager.
Meanwhile, So says Virtus winners were chosen from a pool of 56 finalists who were nominated by their respective HSMA member-properties in August. “Recognition is so important in hotel sales and marketing. Virtus is all about celebrating the people who work 24/7 in the industry,” she adds.
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