Marketing, Sales And Marketing, Sales And Services IServices I

Marketing, Sales & Services Marketing, Sales & Services

Learning Objectives :

• Summarize the marketing concept

• Role of the retailer in product distribution

• Understand the marketing mix

Dimensions of MarketingDimensions 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 MixMarketing Mix

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

Target MarketingTarget Marketing

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

PlacePlace

• 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 SalesDirect Sales

• Call, write, fax or e-mail directly to a travel supplier

• Internet is one of the newest distribution places

Call centersCall 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 travelCorporate 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 TravelCorporate 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 InternetThe Internet

• Do it yourself reservation

• Grow rapidly as more consumers are turning to their computers

SalesmanshipSalesmanship

• Steps in closing a sale :-

• Prospecting, Qualifying, Presenting, Persuading, Closing, Following through

SummarySummary

• 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