Marketing, Sales And Services I

Marketing, Sales & Services Learning Objectives : Summarize the marketing concept Role of the retailer in product distribution Understand the marketing mix

Dimensions of Marketing Process where buyers and sellers meet in moving goods and services Marketing Strategy :- selecting and analyzing a target market and developing and maintaining a mix of products to satisfy the market

Marketing Mix 4 “P” elements :- Product, Price, Promotion and Place

Target Marketing Identifying a segment of the market, developing a product for it, directing sales and promotion efforts to the segment

Place Where the travel, tourism, and hospitality product is sold or distribution outlets Call centers and travel agencies Sales outlet is any place the potential traveler encounters a representative of the industry

Direct Sales Call, write, fax or directly to a travel supplier Internet is one of the newest distribution places

Call centers Every sector of the industry has its call, or reservations, center, the place consumers reach when they call an 800 number or access the internet

Corporate travel Companies that send their staff on the move from one place to another Technology e.g. CRS plays an important role in an agency’s ability to handle corporate travel

Corporate Travel Last-minute demand to go, change of plans and consistent demand for prompt and efficient service Ticket delivery and producing seats on sold flights are expected

The Internet Do it yourself reservation Grow rapidly as more consumers are turning to their computers

Salesmanship Steps in closing a sale :- Prospecting, Qualifying, Presenting, Persuading, Closing, Following through

Summary Tourism related companies need to understand the importance of marketing mix With the marketing mix variables, companies learn to manipulate them and ensured that it gives the highest returns on investment