The Effect of Body Language on Self Selling in Hotel Business

Year 2021, Volume: 1 Issue: 1, 29 - 40, 17.12.2021

Neşe Kafa

Abstract

Today, with the effect of technological developments, the differences in the understanding and cultural characteristics of societies are reflected in verbal and non-verbal communication. Non-verbal communication (body language) has an important place in the successful realization of communication in all parts of society. According to various studies, body language is more effective than verbal expressions in the communication process. The realization of sales in accommodation establishments depends on the persuasion of the customer. The customer's belief in the sales staff and persuasion to buy the product depends on the use of body language. In particular, the personnel who are in face-to-face communication with the customer should be knowledgeable about the correct use of body language. The aim of this study is to conceptually examine the importance of personal selling in hotel businesses and how body language effects personal selling. Conceptual literature review was used in the research.
Body language and personal selling concepts were evaluated in terms of accommodation businesses on the axis of literature review in the study. As a result of the literature review, it has been concluded that the correct and effective use of body language by the personnel in the personal sales process will help to achieve more sales in hotel businesses. According to the results obtained in the study, the body language model was developed in personal sales in hotel businesses. In this study, suggestions are presented for hotel businesses, sales personnel and educational institutions according to this model.

Keywords

Body language, personal selling, tourism.

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