engleski

Human Resources in the Sales Strategy of the Tourism Product

This paper examines how to sell tourism products. It deals with the methods involved and the role of human resources in selling one of the most complex of products. The complexity of this product is marked by its numerous constitutive elements, i.e. the products, services, goods, and activities needed to satisfy tourist requirements such as accommodation, catering, entertainment, recreation, culture, and other general requirements to ensure a pleasant stay at a tourist destination. To sell such a product it is necessary to formulate an appropriate sales strategy for which the seller should possess various creative and innovative abilities, as well as know-how, skills and so on. The objective of a successful sales strategy of the tourist product is to locate tourists, discover the needs, which make them interested in the tourism product, and then to present, sell and follow-up on the tourism product. A sales strategy based on human resources can improve the sales of this complex and sensitive product, which is consumed by discerning tourists. Improving the sales of the tourism product contributes to increasing tourism turnover and spending, and to enhancing the economic performance of tourism in general.

tourism product; human resources; tourist destination; sales strategy; tourism turnover; tourist spending; marketing

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