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Overview

"Selling Tourism" provides students with clear and concise instruction on how to become a successful salesperson within the tourism industry. The text breaks down the tourism sales process into 12 easy-to-understand points and provides a step-by-step approach on how to close a sale. By focusing on attitude and problem solving skills, students learn how to generate and increase overall sales. The material strives to provide a balanced approach, addressing the selling process from the standpoint of all eight sectors of tourism including adventure and recreation, tourism services, attractions, transportation, events and conferences, travel trade, accommodations, and food and beverages. With this text, students gain a thorough understanding of the tourism sales process.

H. Kenner Kay, CTC, ACTM, Red River College

H. Kenner Kay is a Certified Travel Counselor and an Access Certified Travel Manager. He is a member of the Canadian Institutes of Travel Counselors and the Manitoba Writer's Guild and is a former representative to the Alliance of Canadian Travel Associations. He is currently serving as the Cooperative Education Coordinator of the Tourism Program at Red River College located in Winnipeg, Manitoba, Canada.
  • tourism sales process presented in 12 points, providing step-by-step instruction on how to approach and close a potential sale
  • presented material can be utilized for all sectors of the tourism industry, making it widely applicable
  • role-playing exercises provide practical situations to learn from
  • offers instruction on how to increase sales by focusing on attitude and problem-solving skills
Chapter 1: Introduction to the Sales Process.
Chapter 2: Approaching the Prospect.
Chapter 3: Qualifying the Prospect.
Chapter 4: Product Knowledge.
Chapter 5: Answering Questions, Recommending a Product or Service, and Creating Acceptance.
Chapter 6: Closing the Sale.
Chapter 7: Selling Techniques Using the Telephone.
Chapter 8: Overcoming Objections.
Chapter 9: Selling-Up.
Chapter 10: Customer Service.
Chapter 11: Follow-up Procedures.
Chapter 12: The Most Important Sale You Make May Be Your First!

Textbook Only Options

Traditional eBook and Print Options

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  • ISBN-10: 0827386486
  • ISBN-13: 9780827386488
  • Bookstore Wholesale Price $111.75
  • RETAIL $148.95

Cengage provides a range of supplements that are updated in coordination with the main title selection. For more information about these supplements, contact your Learning Consultant.

FOR INSTRUCTORS

Selling Tourism

ISBN: 9780827386488
"Selling Tourism" provides students with clear and concise instruction on how to become a successful salesperson within the tourism industry. The text breaks down the tourism sales process into 12 easy-to-understand points and provides a step-by-step approach on how to close a sale. By focusing on attitude and problem solving skills, students learn how to generate and increase overall sales. The material strives to provide a balanced approach, addressing the selling process from the standpoint of all eight sectors of tourism including adventure and recreation, tourism services, attractions, transportation, events and conferences, travel trade, accommodations, and food and beverages. With this text, students gain a thorough understanding of the tourism sales process.

FOR STUDENTS

Selling Tourism

ISBN: 9780827386488
This comprehensive new book was written for anyone striving to build a successful career in the tourism industry. From the student to the seasoned professional, this how-to guide offers specific steps on approaching and closing potential sales, improving technique by focusing on attitude and problem solving, and providing expert customer service. The reader will find the material widely applicable, as it addresses all sectors of the tourism industry, including adventure and recreation, tourism services, attractions, transportation, events and conferences, travel trade, accommodations, and food and beverages. Offering thorough coverage of the tourism sales process, this book is the perfect on-the-job resource.