Commercial Management in Tourism

NA

In this curricular unit, the following teaching methods are used:

1. Expository, using audiovisual means to explain the syllabus;

2. Active, through the resolution of practical cases and discussion of case studies and scientific articles;

3. Collaborative, through group work.

It is expected that at the end of the curricular unit, the student will be able to:

a) Recognize the elements of Commercial Management;

b) Identify and select the different types of distribution channels in the tourism sector;

c) To frame sales management in the tourist organization.

1. Elements of commercial practice

1.1. Commercial leadership

1.2. Business strategy and tactics

1.3. Perspectives on risk and uncertainty management in distribution and sales

1.4. Financial decisions

1.5. Legal issues

2. Distribution channels in Tourism

2.1. Physical distribution types and structures

2.2. The digital distribution

2.3. Channel selection

2.4. Outsourcing channels

2.5. Retail challenges in the tourism sector

3. Sales management in the tourist organization

3.1. Sales force structure and organization

3.2. Sales team roles and roles

3.3. Manage sales by goals

3.4. Sales planning process

3.5. Sales team and territory management

3.6. Sales performance control and monitoring

3.7. Sales channel development

3.8. Key account manager responsibilities

3.9. Basic trading concepts

• - Frequency - 50.0%
• - Group work - 50.0%

• - Exam - 50.0%
• - Individual work - 50.0%

NAO