SALES CHALLENGES OF CORPORATE HOTELS IN AUSTRIA

This study examines the sales challenges of corporate hotels in Austria, focusing on market dynamics and strategic responses. Since the late 1960s, non-Austrian hotel chains have targeted Austria's growing demand for high-quality services and conference infrastructure. Key challenges include developing tailored sales strategies, managing meeting room efficiency, and adapting to digital sales channels and CRM technologies. Interviews with corporate clients reveal the importance of understanding market trends and customer behavior. Case studies of successful sales initiatives highlight effective strategies. The study recommends ongoing training for sales teams and innovative CRM approaches to maintain competitiveness.