IGNOU MTM 7 2017 - Why is the motivation of sales force a challenging task? What is the p

Question

Why is the motivation of sales force a challenging task? What is the purpose of monitoring system?

24 Jan 2018

Answer :

Word Count : 992

Motivating a sales force in the context of the tourism industry is indeed a challenging task, and this challenge arises from a variety of factors. Sales and promotion play a crucial role in the success of any tourism-related business, whether it's a travel agency, hotel, airline, or any other hospitality-related service. To understand why motivating the sales force is challenging and the purpose of a monitoring system, we need to delve into the intricacies of the tourism industry.

1. Inherent Seasonality:
Tourism is often subject to seasonal variations. Peak seasons can bring a surge in business, while off-peak periods can be much slower. This seasonality can affect the motivation of the sales force, as they may experience intense pressure to meet targets during peak periods and a lack of motivation during slower times.

2. Intangibility of the Product:
Tourism services are intangible. Unlike tangible products, which can be seen, touched, and tested, tourists buy experiences and memories. This makes it challenging for the sales force to sell something that customers can't physically interact with. Motivating a sales force to effectively market these intangible products requires creativity and a deep understanding of customer desires.

3. High Competition:
The tourism industry is highly competitive, with many players

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