Title: Behavioural determinants in selling tourism services: a case study

Authors: Rajagopal

Addresses: Graduate School of Administration and Management (EGADE), Monterrey Institute of Technology and Higher Education, ITESM, Mexico City Campus, 222, Calle del Puente, Tlalpan, DF 14380, Mexico

Abstract: This study examines the factors influencing performance of salespeople of tourism firms and variety of channels used by the customers to buy tourism products and services in reference to tourism firms in Mexico. The discussions in the study analyse perceptions of the salespeople on various activities that are performed towards accomplishing the targets and creating new accounts that lead towards the performance of the salespeople. The process of selling tourism products is also discussed in the study based on the qualitative variables. The results indicate that tourism has the potential to stimulate private sector growth and attract tourists by improving the performance of salespeople towards effectively selling the tourism products and services.

Keywords: sales management; salespeople; behavioural determinants; sales territory; customer relationship; Mexico; work environment; time management; performance measures; role perception; leisure sales; tourism services; tourism products.

DOI: 10.1504/IJLTM.2009.025158

International Journal of Leisure and Tourism Marketing, 2009 Vol.1 No.2, pp.183 - 202

Published online: 14 May 2009 *

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