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
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