Selling Tourism, 1st Edition

  • H. Kenner Kay, CTC, ACTM Red River College
  • ISBN-10: 0827386486  |  ISBN-13: 9780827386488
  • 256 Pages
  • © 2003 | Published
  • List Price = $ 148.95
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"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.

Additional Product Information

Features and Benefits

  • 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

Table of Contents

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!

Meet the Author

Author Bio

H. Kenner Kay, CTC, ACTM

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.