ПРЕДИЗВИКАТЕЛСТВАТА ПРЕД ЧОВЕШКИТЕ РЕСУРСИ ЗА УПРАВЛЕНИЕ НА ПРОДАЖБИТЕ В ХОТЕЛИЕРСТВОТО ПО ВРЕМЕ НА ИКОНОМИЧЕСКАТА КРИЗА 2008-2011 Г.
CHALLENGES FOR HUMAN RESOURCES IN THE SALES MANAGEMENT WITHIN THE HOTEL INDUSTRY DURING THE ECONOMIC CRISIS 2008-2011

Author(s): Lilyana Svetoslalova Vaskova
Subject(s): Economy
Published by: Бургаски свободен университет
Keywords: sales management; challenges; revenues; economic indicators; human recourses.
Summary/Abstract: This report aims to show the reaction of end customers to the economic downturn in terms of realized tourist trips. During the economic crisis, business travelers have canceled their trips, shortened their duration and their budgets, while individual tourists chose not to travel or limit tourist activities. At the same time, the hotels saw an increase in the supply of rooms, along with the reduction of their prices. Responsibility of the department „Marketing and Sales“ was to find a way to recover lost revenue, even when they were directly affected by the change in the market. Budgeting, time, personnel and morality have become key elements through which to understand how the sales department responds and what best practices used to find alternative sources of revenue

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