Management of Tourism Sales and Distribution ProcessesLaajuus (10 cr)

Objective

The students
•can choose customer-oriented and cost-efficient sales and distribution channels for a tourism company
•can assess the customer orientation and efficiency of domestic and international tourism sales and distribution systems
•can adapt a company’s operating processes to meet the requirements of electronic distribution systems
•can manage and develop different sales and distribution processes in accordance with a company’s strategic objectives
• master personal sales work, utilizing their individual strengths in it
•can apply varied sales tools
•manage the activities of sales and distribution staff based on ethical sustainability
•can build sales and distribution operations and both qualitative and quantitative follow-up systems

Content

•Focal perspectives: internationality, technology, ethics, personal communication
•E-business
•Customer behavior as a basis for the sales and distribution activities and strategies
•Tourism Distribution channels
•The analysis, implementation, development and management of the sales process
•Tools of the sales process (manual and technological)
•Personal sales work
•Sales follow-up systems

Qualifications

The students can manage the customer-oriented business, service and production processes of a tourism company. They understand the importance of the development of experiential tourism products. They know the tourism branch and cluster as well as the factors affecting tourists’ behavior.

Assessment criteria, satisfactory (1)

- 1-2: The student shows the basic knowledge in the topics defined in course objectives.
- 3-4: In addition to the previous,the student shows the ability to use different tools and models to analyse the sales and distribution processes in tourism and hospitality companies.
- 5: In addition to the previous, the student shows the ability to critically apply different tools and models to manage the sales and distribution processes in tourism and hospitality companies.