A sales call might prove to be the single most important way of generating corporate
business. Its is true that the process of the sales call is of prime importance and what
happens during the meeting actually decides the course of future business ties, what
strengthens them and assure the client of a good relationship is how the executive ends
the sales call.
On enquiring the authors found a number of ways in which the sales executives from
different hotels handle closing of a sales call. Business commitment being one of the
highest used methods. The sales executives give the client an attractive offer which may
lead to having a future relationship between the hotel and the company.
The authors also discovered that another very popular way of closing the sales call is
fixing another meeting with the prospective client to give him the assurance that the hotel
is very much keen on building a healthy business relationship with the client. Most sales
executives interviewed felt that an efficient and timely follow up after the first meeting
where client building is initiated is of great importance so that the client is made to feel
that the hotel is interested. A follow up by the executives also helps the executive in
knowing what the client has to feel about the deal offered by the hotel and whether or not
the potential client will become a patron.
Nearly 10 percent of the sales executives feel that a positive end might be a great start to
a positive business relationship in the future with the client. They also believe that what
can really make or mar the reaction of the future client is the impression that the sales
executives leave on the clients. A subtle and impactful impression works wonders when it
comes to converting a prospective client to a patron.
The findings of the research show that sales executives need to build client relationships
and be their best while focusing majorly on the deal. While bargaining comes naturally
to any sales negotiations, it is of prime importance that both the client and the hotel reach
a conclusion that is easily manageable by both the parties. The sales executives manage
to attract their clients only after carefully and strategically offering the client suitable
products and services that are acceptable. It is of prime importance that a sales executive
is quite expressive. A great orator, who has the power and charm to subtly turn things
to his favour is one who succeeds. The executive must effectively communicate to his
client, both his product and his offer so that the client has no qualms or queries.
Of course no sales call would ever be complete without thanking the client for sparing his
valuable time and bringing the entire conversation to a close.
In addition to these basic requirements, the sales executives can also strive to deliver
excellence by recalling the minutes of the meeting, offering excellent product delivery
and of course sending the client a confirmation on the deal.
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