Commercial Business in Tourism
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Course informations
| Study program level |
Graduate |
| Study program |
Management |
| Study program direction |
Destination management |
| Course year |
2. |
| Course semester |
III |
| Course status |
Core |
| ECTS |
5 |
| Lectures (h) |
30 |
| Excercises (h) |
30 |
| Seminars (h) |
- |
Course objectives
- master the theoretical and practical knowledge in the field of sales business in tourism with special emphasis on sales psychology and current trends in the use of modern information technology
Course outcomes
- Critically re-examine key components of the sales process in tourism
- Review the behavior of customers and individual consumers on a given example
- Analyze the decision making process of the purchase on a given example
- Compare negotiating strategies and tactics
- Comment on the basic psychology of the sales process
- Assess the appropriate form of sales organization with respect to the given example • Recommend the optimal sales service policy
- Critically explain the role of marketing information system in sales
- Analyze key vendors in e-environment sales
Course content
Theoretical approach to sales. Manage the sales process in tourism. Marketing-information system for sales relationships. Researching the sales market. Classification of end-use products and consumer products. Nature, characteristics and classification of tourism services. Influence of the product life cycle on sales policy. Psychology in sales processes. Buyers' decision-making process and buying behavior models. Behavior of consumers in purchasing tourist-catering products. Selection and upgrading of sales staff. Management of sales staff. Organization of sales in tourism. Special cases of sales policy on business markets. Selling and negotiating skills. Sales on the tourist market in e-environment.
