"Selling Tourism" is an important tool for those preparing for or working within the tourism industry. Specifically devoted to the tourism sales process, the book outlines 12 steps that offer guidance on how to approach and close potential sales. The material strives to provide a balanced approach, addressing the selling process from the standpoint of all eight sectors of tourism, and emphasizes the importance of proper attitude and problem solving skills to build a successful career in tourism sales.
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!