Hospitality Promotion. Unit Essential Question. What are the various promotional strategies used in travel and tourism?. Essential Question 1. What are the four types of promotion and how do they relate to the promotional mix?. What is promotion?.
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Unit Essential Question
What are the various promotional strategies used in travel and tourism?
Essential Question 1
What are the four types of promotion and how do they relate to the promotional mix?
Essential Question 2
What is personal selling and how is it accomplished?
Essential Question 3
What takes place during each phase of the sales process?
1.Pre-approach:Looking for customers and getting ready for the sale.
2.Approaching the customer:Actually greeting the customer face-to-face.
3.Determining needs:Learning what a customer is looking for.
4.Presenting the product:Educating the customer about the product’s features and benefits.
5.Handling questions and objections:
6.Closing the sale: Getting the customer’s positive agreement to buy.
7.Suggestion selling: Suggesting that the customer buy additional merchandise or services.
8.Reassuring and following up: Helping a customer feel that he or she has made a wise purchase.
Essential Question 4
What is advertising and publicity and how do they compare and contrast?
Essential Question 5
What are the various types of sales promotions used in hospitality marketing?
Licensing: Partnering with another business, organization or celebrity to license, for a fee, their logo, trademark, name and likeness, personal endorsement, etc. to be used in promoting the hotel or restaurant.
Example: A celebrity endorses a particular restaurant or hotel.
Promotional Tie-Ins: Promotional arrangements between two or more companies who combine their resources to do a promotion that will result in increased sales for each partner.
Example: Carnival Cruise Lines offers a discount if you fly Delta Air Lines.
Visual Merchandising: Floor, window, and counter displays as well as the business layout and general ambience.
Premiums & Incentives:
Coupons: Offers a discount on a product or service.
Contests or games: May involve writing a short story or essay about a product or organization where the winner gets an all expense paid trip.
Sweepstakes: A good example would be McDonalds’ Monopoly game.
Rebates: A portion of the purchase price is returned to the customer.
Specialty Items: Low-cost items such as pens, key chains, and calendars.