3. Search and Match
The 'Search and Match' is the stage of the process where most time needs to be spent. Once all the customers' essential criteria are matched and as much as possible of their desirable criteria, offer the customers the options available to them.
No more than 3 options need to be offered. If any more options are given, customers start to get confused and lose 'their point of desire'.
Activity 4
Undertake a 'Search and Match' for the customers below. Choose three brochures from the Brochure Racking document and undertake research of the websites of the chosen tour operators to devise three options which should meet the customers’ needs.
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Brochure Racking |
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Brochure Racking |
Mr & Mrs Bowen have travelled extensively in France, Spain and Italy and now want to try another part of Europe.
They want to tour a country or region and do not want a beach holiday. They would prefer to travel in the Spring or early Autumn, avoiding the main holiday period.
They have a budget of £1500 for a holiday lasting up to two weeks.