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Purpose

The purpose of the course is to gain knowledge of successful sales planning, process organization and selling techniques in tourism and to develop skills required in selling destinations, hospitality or event products and services proactively and in identifying specific customer needs.

 Content

Principles of selling in tourism; customer needs applied to selling tourism products for different target groups; planning and organization of a sales process; sales channels in tourism (traditional and new); digitalisation of sales channels; personal selling in tourism; selling techniques and instruments applied in tourism;  new tendencies in destination selling

 Competence

Student

• identifies and meets customer needs
• analyzes and chooses appropriate sales channels
• develops new selling ideas and techniques in a creative, proactive and goal orientated way
• boosts fundamental communication techniques, in particular, questioning and active listening of the customers
• communicates with the customer, chooses the right selling technique and correctly interprets the customer’s requirements, applies sales techniques in response to a range of customer situations based on product knowledge
• uses new technological applications in selling processes

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Contact information

University of Latvia
Kristine Berzina, kristine.berzina@lu.lv

Schedule
4.2.2019-31.3.2019

Application period
2.10.2018-27.1.2019