Higher Education

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.

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.