Pengaruh Kompetensi Negosiasi Tenaga Penjual Terhadap Ketercapaian Target Corporate Contract Hotel

The Influence of Salesperson Negotiation Competence on Hotel Corporate Contract Target Achievement

Abstrak

Objective: This study aims to analyze the influence of salesperson negotiation competency on the achievement of corporate contract targets in hotels. Negotiation competency is a crucial factor in building sustainable business relationships, particularly with corporate clients who have diverse needs and expectations.

Methodology: The research methodology employed a qualitative approach using in-depth interviews with hotel salespeople and sales marketing management. Primary data was collected through a structured questionnaire covering aspects of negotiation preparation, negotiation techniques, relationship-building skills, communication, and strategic adjustments during the negotiation process.

Research Results: This study found that salespeople's negotiation skills are critical for achieving corporate contract targets. Success depends on thorough preparation, flexible communication, and building long-term client relationships. The main obstacle is burdensome contract requirements, which can be managed with an adaptive negotiation approach.