| A | B |
|---|
| Tangible | Something that has physical sustance and can be examined before purchase |
| Intangible | Something you purchase without sampling the product in advance. There has to be an element of trust between the seller and the buyer |
| Features | The facts about a hotel |
| Benefits | Advantages that features bring to a hotel |
| Value Added | Refers to additional value created through marketing |
| Trading Up | When you encourage clients to buy products of a higher value than those originally asked for |
| Revenue Enhancement | Offering supplementary products which compliment the main product |
| Free Insurance | A Value added benefit |
| Free Child | A Value added benefit |
| Superior Room | You can trade up from a standard room to a superior room |
| Brochure | Used to sell a holiday |
| Closing The Sale | Getting the sale after working with a customer |
