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dc.contributor.authorBuxton, Louise
dc.date.accessioned2020-06-19T09:35:59Z
dc.date.available2020-06-19T09:35:59Z
dc.date.issued2016-11-30
dc.identifier.citationBuxton, L. (2017) ‘Selling the total spa product’. In Rawlinson, S. and Heap, T. (Eds.) 'International Spa Management: Principles and Practice'. London: Goodfellow Publishers.en_US
dc.identifier.isbn9781910158692
dc.identifier.urihttp://hdl.handle.net/10545/624917
dc.description.abstractRetail sales can contribute significantly to a spa’s revenue, however, many spas do not realise their full retail potential. This chapter presents strategies to maximise retail sales, including: brand selection, brand ambassadors, incentives, training, retail design and visual merchandising to provide a tool kit for success. Consideration is also given to the importance of integrating retail throughout the entire customer journey. A case study is presented at the end of the chapter to encourage the application of knowledge. Selling experiences is seen as the principal function of a spa (Wuttle and Cohen, 2008), nevertheless, retail and other sales such as up-selling and link selling can all make significant contributions to a spa’s revenue. In exploring approaches to selling, the benefits of, and barriers to, selling are presented as well as strategies to maximise sales. The chapter is therefore essentially a more practically based one, but needs to be read in conjunction with the chapters on consumer behaviour, guest service and journey and marketing spas.en_US
dc.description.sponsorshipN/Aen_US
dc.language.isoenen_US
dc.publisherGoodfellow Publishersen_US
dc.relation.urlhttps://www.goodfellowpublishers.com/academic-publishing.php?promoCode=&partnerID=&content=story&storyID=368&fixedmetadataID=216en_US
dc.relation.urlhttps://www.goodfellowpublishers.com/free_files/Chapter%209-2a9de470a9d5a89c63fecb17504ad8d6.pdfen_US
dc.subjectSpa, selling, salesen_US
dc.titleSelling the total spa producten_US
dc.typeBook chapteren_US
dc.contributor.departmentUniversity of Derbyen_US
dcterms.dateAccepted2016
dc.author.detail777968en_US


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