Explain The Purpose Of Suggestive Selling And Its Characteri
Explain The Purpose Of Suggestive Selling What Characteristics Make U
Explain the purpose of suggestive selling. What characteristics make up a good server? Provide specific details and examples to support your response. Unless otherwise indicated, there is a 200 word minimum response required. Credible reference materials, including your course textbook(s), may be used to complete the assessment. If you have questions regarding the credibility of your reference, please contact your professor. APA Information In-text and reference citations are required for all written responses. REQUIRED FOR UPLOADED ASSIGNMENTS ONLY: title page, margins, header, double spacing, and hanging indentation For questions concerning APA formatting, please refer to the APA Guidelines found at the Student Resources link on your Course Menu.
Paper For Above instruction
Suggestive selling is a pivotal strategy in the hospitality and retail industries aimed at increasing sales volume and enhancing customer experiences by proactively recommending additional products or services. Its primary purpose is to boost revenue while simultaneously satisfying customer needs by offering personalized suggestions that align with their preferences. For example, a server might recommend a wine pairing to complement a customer's meal, thereby enhancing the dining experience and increasing the check size (Grove et al., 2020). Suggestive selling not only benefits establishments financially but also fosters customer loyalty by providing attentive and tailored service.
Effective suggestive selling relies heavily on the characteristics of a good server. A proficient server possesses strong interpersonal skills, including active listening, empathy, and clear communication. These traits enable the server to understand individual customer preferences and tailor suggestions accordingly (Harrington & Ottenbacher, 2018). An attentive server displays genuine interest in the guest's needs, which facilitates trust and encourages openness to recommendations. Additionally, a good server demonstrates extensive product knowledge, allowing them to confidently suggest dishes, beverages, or add-ons that enhance the customer's experience. For instance, knowing the ingredients and preparation methods of menu items allows the server to recommend options that align with dietary restrictions or personal tastes (Smith & Carroll, 2019).
Moreover, professionalism and a positive attitude are essential characteristics. A server's friendly demeanor and eagerness to assist can create a welcoming atmosphere, making customers more receptive to suggestions. Being proactive without being intrusive is also vital; suggesting items at appropriate moments enhances the dining experience without disrupting the flow of service. For example, timing a suggestion after a customer has finished their appetizer but before ordering the main course can lead to successful suggestive sales (Kimes & Wirtz, 2017).
In conclusion, suggestive selling aims to enhance customer satisfaction while increasing sales through personalized recommendations. A good server embodies qualities such as active listening, product knowledge, professionalism, and an engaging demeanor. These characteristics enable servers to build rapport with guests, identify their needs, and effectively recommend additional offerings, ultimately benefiting both the customer and the business.
References
Harrington, R. J., & Ottenbacher, M. C. (2018). Hospitality management and organizational behavior. Routledge.
Kimes, S. E., & Wirtz, J. (2017). The role of suggestive selling in the restaurant industry. Journal of Hospitality & Tourism Research, 41(3), 319–340.
Grove, S. J., Fisk, R. P., & John, D. R. (2020). Offering personalized service through suggestive selling. Journal of Service Research, 23(2), 125–139.
Smith, A., & Carroll, W. (2019). Effective communication and product knowledge for servers. International Journal of Hospitality Management, 80, 189-198.