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Key Accounts and Contract Management - Coggle Diagram
Key Accounts and Contract Management
Principles of Management
Corporate Social Responsibility
9 stakeholders
shareholder and owner
employees
customers
suppliers
creditors
competitors
community
public interest
media and the government
Departmentalisation
traditional
functional
divisional
matrix
Innovative
team
network
Decision making
Steps in decision-making process
Recognition of decision requirement
Diagnosis and analysis of causes
Development of alternatives
Selection of desired alternatives
Implementation of chosen alternative
Evaluation and feedback
Business Law
Contract Law
4 elements of binding contract
offer
Acceptance
Intention to create legal realtions and considerations
consideration
Contract Etiquette
Terms of a contract
terms
Express Terms and Implied Terms
Conditions, warranties and innominate terms
Remedies for breach of contract
legal
Damages
Quantum Meruit
equitable remedies
Injunction
Specific performance
Rescission
Introduction to Hospitality and Tourism
Maslow Hierarchy of Needs
Physiological
Safety
Belongingness
Esteem
Self-actualisation Needs
Key developments and Emerging Trends
factors outside our control
Demographic
Economic
Global security and safety
environmental changes
Technological changes
Elements of Service
Intangibility
Perishability
Inseperability
Variability
Tourist's motivation for travel
Push
Pull
Tourist demand determinants
Economic
Disposable income
Income distribution
Value of currency/exchange rates (relative to the destination)
Social
demographic variables
Holiday entitlements
Political
Government tax policies
Controls on tourists spending
Limit on amount of currency citizens
Sales and distribution
6 step presentation plan
Step 4: Negotiation
Planning for formal negotiations
gathering information before negotiation
Decide Team vs. Individual Negotiations for both seller and buyer
Understanding the value of what you are offering
Prepare an agenda
Determine your goals and financial objectives
Review adaptive selling styles
Prepare negotiation worksheet
Responding to objections: related to
Source
Product
Needs
Price
Time
Understanding Buyer's Concern
Distribution Channel
Business-to-Business
Business-to-consumer
Business to government
Marketing Mix
Product
Price
Place
Promotions
Business Etiquette and Service Excellence
Business Meal Etiquette
Invite 2 weeks prior the Meal
Meal ettiquette
Dining etiquette
Choose a safe restaurant
Telephone etiquette
Minding your language
Appropriate content
Call at appropriate timing
Email Etiquette
Appropriate Language
Addressing the person by the correct name
Sign off and Thank the person
Meetings and greetings
Sequence of Introduction
Addressing with appropriate names
Dress codes
Ladies
Dress Conservative
Avoid certain fabrics
Appropriate skincare and make-up
Men
Matching of colors
Appropriate length of clothing