Personal Selling in Accommodation Businesses
Springer International Handbooks of Education, Springer Nature, ss.27-44, 2024
- Yayın Türü: Kitapta Bölüm / Araştırma Kitabı
- Basım Tarihi: 2024
- Doi Numarası: 10.1007/978-981-97-4318-6_2
- Yayınevi: Springer Nature
- Sayfa Sayıları: ss.27-44
- Anahtar Kelimeler: Accommodation business, Direct marketing, Hotel, Personal selling, Tourism
- Kırklareli Üniversitesi Adresli: Evet
Özet
The subject of the labor-intensive industry of tourism is a person. The concept of sales, which exists everywhere and at all times where there are people and will never lose its significance, is also a person. Sales play a significant role in every phase of business and personal life. Through their roles as producers and consumers, individuals are responsible for the production and sale of their own and other people’s goods and services, as well as for the interrelationship of individuals and institutions. In the modern view of marketing, the essence of sales is the sale of goods and services that people and institutions require through mutual understanding and communication and the satisfaction of both parties, the consumer and the seller. The continuity of trade is also proportional to the sustainability of mutual communication and satisfaction. In this setting, the sale of tourist goods and services is both inherently human-related and the most challenging concept to sell. The sale of a vacation is hazardous for both parties because it is risky for the seller to sell the unseen and the imaginary and for the purchaser to purchase the unknown without first experiencing it. The most important human requirement during the vacation is accommodation. Accommodation businesses and their sales techniques including the majority of the holiday will be the focus of this study, which will be conducted within a broad framework. In the study, the personal sale component will receive the most attention, along with the personal sale process, strategies, rules, professional ethical considerations, and the effects of developing technology on personal sale practices.