RELATIONSHIP SELLING IN TOURISM
RELATIONSHIP SELLING IN TOURISM

Author(s): Svetoslav Kaleychev, Martina Stankova
Subject(s): Economy, National Economy, Business Economy / Management, Micro-Economics, Marketing / Advertising, Tourism
Published by: Икономически университет - Варна
Keywords: tourism; relationships; selling
Summary/Abstract: The elaboration of this article was prompted by a statement by Brian Tracy in 2006, which practically reflects the reality of the modern travel industry. In his statement, Tracy presents a study by Harvard Business School in 2002, according to which „In the 21st century; all selling will be relationship selling. All business success will be based on relationships. Your very best customers are those you like, and who like you. 85% of your recommendations and referrals will come from people who like you, and people who feel good about you. So, focus on the relationship and the sale will take care of itself" (Tracy, 2024). Despite the increased alienation between people determined by the digital environment, today's relationship is everything.

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