Budoucnost B2B prodeje v hotelnictví

The diploma thesis deals with the analysis of the B2B sales strategy implemented by four-star and five-star hotels in Prague. The aim of this thesis is to interpret the current trends that are shaping the B2B sales environment and to identify and evaluate the current sales management methods and approaches used by the hotels, and according to the findings to provide a forecast and a vision of the future development of B2B sales in the hotel industry. The thesis is divided into three parts – theoretical, methodological, and practical. The theoretical part is based on literature and describes the historical development of sales and the latest sales trends and methods and introduces the hotel industry along with the hotel sales management. The methodological part describes the research questions and explains the selected research methods. The practical part focuses on the hotel sales department and analyzes its sales models and methods and describes the expected future development of B2B sales in the hotel industry.