Time Sharing at Leisure Facility Centres: Analysis of Sales Performance Indicators

ITESM Working Paper No. 2008-01-MKT

27 Pages Posted: 20 Feb 2008

See all articles by Dr. Rajagopal

Dr. Rajagopal

EGADE Business School, Tecnologico de Monterrey (ITESM) - Mexico City Campus; Metropolitan College, Boston University

Date Written: February 1, 2008

Abstract

The changing cultural paradigms in Latin America have influenced variety of leisure activities and significant implications for development of leisure services. Leisure spending behaviour prompts sequential relationship among customers intending to perform family celebrations in a different environment and gaining higher satisfaction through the customized services, recreational attractions and brand value. This study focuses qualitative dimensions associated with the sales people and managerial efforts made to augment the outcome performance in sales in reference to the time sharing proposals at leisure facility centres in Mexico. The leisure facility centres are used by individual and institutional customers for organizing leisure events, parties and family gatherings. The study reveals that the leisure facility centre developer firms function with team sales strategy and the performance of sale teams is linked with their contributions to the profit of the firm.

Keywords: Team sales, customer satisfaction, sales performance, leisure property, brand image, returns on assets]

JEL Classification: D12, L85, M31, R33

Suggested Citation

Rajagopal, Dr., Time Sharing at Leisure Facility Centres: Analysis of Sales Performance Indicators (February 1, 2008). ITESM Working Paper No. 2008-01-MKT, Available at SSRN: https://ssrn.com/abstract=1095817 or http://dx.doi.org/10.2139/ssrn.1095817

Dr. Rajagopal (Contact Author)

EGADE Business School, Tecnologico de Monterrey (ITESM) - Mexico City Campus ( email )

Carlos Lazo, 100
Santa Fe
Mexico City, DF 01389
Mexico

HOME PAGE: http://prof-rajagopal.com

Metropolitan College, Boston University ( email )

United States