SELLING PRINCIPLES
IS AN INTEGRAL PART OF TOURISM PROMOTION
SALES
A TYPE OF SERVICE SETTING, WHERE THERE NO CUSTOMER INVOLVED IN THE SERVICE SETTING
REMOTE SERVICE
DEFINES AS THE EXPENDITURE MADE BY OR ON BEHALF OF THE VISITOR BEFORE, DURING OR AFTER THE TRIP.
TOURISM DEMAND
A DIMENSION OF SERVICE, WHERE THE QUALITY AND LEVEL OF SERVICE IS CONSISTENT
RELIABILTY
MAINTAINING AN ACTIVE LIST OF PROSPECTS, EXISTING CLIENTS AND PREVIOUS CLIENTS.
DATABASE
IT IS USED FOR VARIOUS PURPOSES IN THE DIFFERENT ASPECTS OF RUNNING BUSINESS ORGANIZATION
DESIGN
IT IS THE STATEMENT THAT EXPRESSES ORGANIZATION'S ULTIMATE LONG-RUN OBJECTIVES.
VISION
A TERM THE DEFINES AS A POSITIONING A BUSINESS OR ORGANIZATION SO THAT CUSTOMER INTERESTS AND VALUE ARE THE HIGHEST PRIORITY.
CUSTOMER ORIENTATION
ONE OF THE TASK OF SALES PROFESSIONALS, THAT ASSIST IN DECIDING WHICH CLIENTS TO PRIORITIZE BASED ON PAST AND FUTURE BUSINESS ENGAGEMENTS.
ALLOCATING
WHAT ARE THE FIVE PRINCIPLES OF DESIGN?
1. HOLISTIC
2. CO-CREATIVE
3. USER-CENTERED
4. SEQUENCING
5. EVIDENCING
A TECHNIQUE DEVELOPED TO MEASURE SERVICE QUALITY
SERVQUAL
WHAT IS THE STEP 1 IN THE PROCESS OF STRATEGIC MANAGEMENT?
SETTING UP OF STRATEGIC INTENT
DURING NEGOTIATION, WHAT ARE THE FIVE COMMON TYPES OF CONCERNS THAT A SALESPERSON CAN EXPECT FROM POTENTIAL CUSTOMERS?
1. NEED
2. PRODUCT OR SERVICE
3. SOURCE
4. TIME
5. PRICE
IT IS DEFINED AS THE PHYSICAL ENVIRONMENT OR BACKGROUND IN WHICH SERVICE IS RENDERED.
SERVICE SETTING
GIVE THE 5 DIMENSIONS OF SERVICE
RELIABILITY
ASSURANCE
TANGIBLES
EMPHATY
RESPONSIVENESS
IT IS THE ACTION STAGE OF STRATEGIC MANAGEMENT.
STRATEGY IMPLEMENTATION
ENUMERATE THE 7 STAGES OF THE SALES PROCESS
1. PROSPECTING AND QUALIFYING PROSPECTS
2. PRE-APPROACH
3. APPROACH
4. PRESENTATION AND DEMONSTRATION
5. NEGOTIATION AND OVERCOMING OBJECTIONS
6. CLOSING THE SALE
7. FOLLOW-UP AND MAINTENANCE
GIVE ATLEAST 2 ACTIIONS THAT BEING UNDERTAKEN IN REDESIGNING THE SERVICE PROCESS.
1. REVIEW THE EXISTING SERVICE DESIGN
2. REMOVAL OF UNNECESSARY STEPS
3. ELIMINATING THE BOTTLENECKS
4. SHIFTING TO SERVICE DESIGN TO SELF-SERVICE
IT IS A VIEW OF CUSTOMER RELATIONSHIPS THAT LOOKS AT THE LONG-TEM CYCLE OF CUSTOMER INTERACTIONS, RATHER THAN A SINGLE TRANSACTIONS
CUSTOMER LIFETIME VALUE
HE DEFINE "STRATEGY AS UNIFIED, COMPREHENSIVE AND INTEGRATED PLAN RELATING THE STRATEGIC ADVANTAGES OF THE FIRM TO THE CHALLENGES OF THE ENVIRONEMENT.
GLUECK