The use of consultative sales in the Tour Operator industry

A Tour Operator is part of consultative sales. Consultative sales is a method where the salesperson plays the role of a consultant by first assisting the customer in identifying his or her needs and then suggesting products that satisfy those needs. It is possible to substitute personal sales with this sales approach. In personal selling …

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Tour Operators and the use of cluster analysis

The goal of cluster analysis is to classify subjects as customers in relatively homogeneous groups, or clusters. Each customer can be placed in only one group, and there is no overlap between the clusters. Good segmentation solutions are accessible, actionable, differentiable, measurable, and substantial. (Ed peelen & Rob Beltman, 2013) Cluster analysis is used in …

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Value Proposition of Tour Operators

A relationship policy can be developed for each of the customers segments to meet their needs. It specifies the value proposition in terms of customisation and pricing, and also deals with the way in which the company strives to communicate with the segment. A Tour Operator with an undifferentiated approach would miss out on most …

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Relationship Tour Operator and Family segment

Relationships imply some sort of intermittent interaction between two or more persons, involving interchanges over an extended period of time. For having a good relationship there must be a certain degree of continuity and relationships need to take place for a longer period of time. There is a distinction in primary relationships and secondary relationships. …

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