Sales Training On Sales Performance In The Hospitality Industry A Case Study Serena Hotel Nairobi

ABSTRACT The study was set out to investigate the effect of sales training on sales performance in the hospitality industry. The study was guided by the following objectives; To determine the characteristics of a good sales training program in the hospitality industry, to determine the caliber of staff to be included in a sales training program and to establish the importance for sales training program in the hospitality industry. The study findings were that characteristics of a good sales training program should include personal selling technique, interpersonal communication skills, product …