PE1 Sales Skills 1sem 2nd year BBM UCLL (alternative task)
13 views 1 purchase
Course
MNB41x
Institution
UC Leuven-Limburg
In your second year of International Business Management, option Marketing (BBM) at UCLL, you'll have the course Sales Skills. For this course you will have to make a big assignment where you have to conduct sales conversations. I've chosen to do the alternative task where I had to conduct 2 sales ...
,Foreword
I, Benedicte Mbala Dinayamo (2BBMC), had to play a prospect in two realistic 1-on-1
conversations of two competing suppliers of the same product/service. For this assignment I
chose 2 travel agencies located in Leuven.
I would like to thank Joy from travel agency ‘Connections’ and Cindy from travel agency ‘TUI’
for helping me through my travel journey.
With a special thanks to Mrs. Vande Walle, who taught us the course Sales skills during the
first semester and gave us this assignment to further learn how the theory is being applied
in the field.
I wish you a nice read.
Table of Contents
Foreword...........................................................................................................................2
1. Introduction...................................................................................................................3
Background..................................................................................................................................4
2
, TUI................................................................................................................................................4
Connections..................................................................................................................................4
2. Travel agency: Connections............................................................................................4
A. Pre-scheduling the meeting......................................................................................................5
B. Sales conversation....................................................................................................................5
First impression...............................................................................................................................................5
Analysis...........................................................................................................................................................5
Quotation........................................................................................................................................................6
3. Travel agency: TUI..........................................................................................................6
A. Pre-scheduling the meeting......................................................................................................6
B. Sales conversation....................................................................................................................7
First impression...............................................................................................................................................7
Sales conversation..........................................................................................................................................7
Quotation........................................................................................................................................................8
4. Comparison....................................................................................................................8
A. Preparation of material............................................................................................................8
B. Usage of sales tools..................................................................................................................9
C. Build up of the conversation.....................................................................................................9
D. Personality types......................................................................................................................9
E. Objections...............................................................................................................................10
F. Verbal and non-verbal communication...................................................................................10
G. Successfulness........................................................................................................................10
5. Conclusion....................................................................................................................10
6. Quotations...................................................................................................................11
7. Info sales pros..............................................................................................................17
8. Pictures........................................................................................................................17
1. Introduction
Nowadays, with all the technological innovation, you hardly ever hear people talking about
travel companies. Most people find it easier and more affordable to plan their own travel
from home, but is this really the case? I made the decision to complete this work by going to
two travel agencies in Leuven to observe how the sales conversation will go. Will they be
3
, able to persuade me to book my future travel plans through a travel agency by the end of
the conversation?
- Background
Next summer my family and I want to travel to Punta Cana. Such a trip naturally requires a
lot of preparation and research, since we want to stay there for at least 2 weeks. We made
the decision to compare the offerings from two different travel agencies because we want
to make sure we consider every possibility without leaving anything out. I've decided to visit
TUI and Connections with my mother.
At the end of the conversation, both agents will provide us with a quotation containing the
calculated price for a 2-week trip to Punta Cana including the flight, the overnight stay and a
rental car.
- TUI
Tui is the market leader in Belgium when it comes to organizing trips. You can contact them
by phone, online or at the office for all sort questions about your trip. Apart from the fact
that you can book your trips through their website, they still employ workers in their travel
offices to help people through that way. In addition to travel agencies, TUI also owns tour
operators, airlines, hotels and cruise ships
- Connections
Connection is a Belgian travel organization in Belgium and one of the largest players in their
field. This travel agency specializes in offering the cheapest airline tickets worldwide and is
for adventurers who want to discover the world. As a traveler you can always go there for
travel advice, the best prices and original ideas.
2. Travel agency: Connections
4
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller benedictembala. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $9.63. You're not tied to anything after your purchase.
