Personal Selling

Nasreen Hamid Muzal

Supervised by Asst. Lect. Mayassa Nazem Al-Moussawi

Personal Selling: It is a direct and paid communication between the service provider and his target audience through a known and specific party with the aim of influencing the behavior of the target audience through the communication process, and personal selling is considered one of the most important elements of tourism promotion. (https://e3arabi.com).
Personal Selling: The personal and verbal presentation of a product, service or idea with the aim of pushing the prospective tourist to buy it or be convinced by it, and thus personal selling represents:
As a personal and direct communication process between sales people and the target tourist.
It is in the form of a dialogue, personal confrontation and psychological interaction between the two parties, the service provider and the tourist, through a persuasive method to acquire the service.
Personal selling depends on employing tourism sales representatives with the aim of contacting the tourist and working to convince him to purchase the tourism programs promoted by the tourism institution. (Amana, Zainab, 2018: 35-36)
Personal selling objectives:

There are many objectives, including the following:

Building a relationship with targeted tourists for tourist hotels that wish to continue to grow and develop. (Halou, 2009: 172)
Increasing revenues
Gathering market information by communicating with potential tourists.
Educating tourists
Improving the reputation of the tourist hotel
Gathering tourists’ opinions. (https://aynalarab.net)
Sales activation/sales promotion:
Sales activation: It is a set of incentive tools designed to activate the process of buying or selling service products for tourist hotels during a specific period of time.
Sales activation: It is a set of those diverse things that contain a set of incentive tools that are designed to have a quick and short-term effect in order to accelerate the process of purchasing goods and services by the tourist. (Aisha, 2018: 82)
Sales activation / sales promotion objectives:

Sales promotion is considered a tactical activity within the promotional tools used by the marketing department and in implementing its strategy. This is because the tourist hotel uses this method to achieve a quick impact on the tourist and for short-term goals that are mainly limited to encouraging him to buy or motivating the intermediary to establish a relationship with the company. In addition to seeking to achieve added value for the product or service provided to the consumer, which is what he seeks when making the purchase. (https://areq.net)