Selling Tourism, 1st Edition
- H. Kenner Kay, CTC, ACTM Red River College
- ISBN-10: 0827386486 | ISBN-13: 9780827386488
- 256 Pages
- © 2003 | Published
- College Bookstore Wholesale Price = $109.50
"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.
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!