Tourism sales

陈恒妮

目录

  • 1 第一单元SITTTSL003_Provide advice on international destinations
    • 1.1 Tourism sales 课程介绍
    • 1.2 第一单元介绍
    • 1.3 澳大利亚介绍
    • 1.4 补充澳大利亚介绍
    • 1.5 新西兰介绍
    • 1.6 亚洲介绍
    • 1.7 亚洲介绍
    • 1.8 东北亚介绍
    • 1.9 东南亚介绍
    • 1.10 西亚与南欧
    • 1.11 南欧--西班牙
    • 1.12 西欧-中欧
    • 1.13 北欧
    • 1.14 东欧
    • 1.15 非洲１
    • 1.16 非洲２
    • 1.17 北美洲--加拿大
    • 1.18 北美洲--美国
    • 1.19 北美洲－墨西哥
    • 1.20 南美洲--巴西
    • 1.21 南美洲--阿根廷
  • 2 第二SITTTSL002_Access and interpret product information
    • 2.1 单元介绍
    • 2.2 Topic 1 – ACCESS PRODUCT INFORMATION
    • 2.3 1.1 Identify the sales or operational need for product information
    • 2.4 1.2 Identify and access sources of product information
    • 2.5 1.3 Use a range of methods to obtain information on products.
    • 2.6 1.4 Select sources according to commercial agreements and specific needs
    • 2.7 1.5 Source specific product information to meet the sales or operational need.
    • 2.8 Self-evaluation questions Topic 1
    • 2.9 Topic 2 INTERPRET PRODUCT INFORMATION
    • 2.10 2.1 Read and interpret general and specific details about the product and use information to meet the sales or operational need.
    • 2.11 2.2Read and interpret general and specific details about the product and use information to meet the sales or operational need.
    • 2.12 2.2Read and interpret general and specific details about the product and use information to meet the sales or operational need.
    • 2.13 2.3 Identify and assess any customer, sales or operational risks that relate to the product
    • 2.14 Topic 3 – UPDATE KNOWLEDGE OF PRODUCTS
    • 2.15 3.1Continuously obtain information to update knowledge of product    features
    • 2.16 3.2 Source and access information on current and emerging customer technologies
    • 2.17 3.3 Share new or updated information with colleagues
    • 2.18 Summing Up
    • 2.19 考核1
    • 2.20 考核2
    • 2.21 考核3
    • 2.22 Presentation 1
  • 3 第三单元SITTTSL006_Prepare quotations
    • 3.1 INTRODUCTION
    • 3.2 Topic 1 - Background information
    • 3.3 Glossary of terms used in this module
    • 3.4 Topic 1 - Background information
    • 3.5 Resource
    • 3.6 Assessment 1
    • 3.7 Assessment 2
1.4 Select sources according to commercial agreements and specific needs

1.4 Select sources according to commercial agreements and specific needs

 

As there are so many products on the market, it is necessary for a travel agent to focus on the specific needs of their target market, however they must also ensure that they endeavour to maximise commission in the sale process to benefit the business. 

If a Travel agent wants to increase the commission on products that they sell regularly, they would try to negotiate with the supplier of the product, such as an airline or wholesaler, to make those products ‘preferred’.  This means that the travel agent would recommend those products before other similar ones.  The supplier of the product would then give the Travel Agent higher commission on each sale.  This is a commercial agreement between the two companies.

Examples of how preferences are chosen are:

· one domestic air carrier on trunk routes over another, e.g. Qantas vs Virgin flying Sydney  to Brisbane.

· one international carrier per region, e.g. Singapore Airlines or Malaysian Airlines.

and so on for each type of product and region according to customer needs.  

 

Having preferred products also makes it easier for the travel consultant to sell, as they would know those products better than any others because they sell them regularly. Knowing the features so well, it would be easier for the consultant to nominate the benefits for each different type of client.

Even though you know your ‘preferred products’ better than all the others, do not just throw the first preferred product which comes to mind at the client – question: ‘Does this really suit this client’s needs?’  If it does not – use a non-preferred product.  Better to have 10% of something, than 15% of no sale.

Other commercial agreements may also be in place for your organisation, particularly if the  Agency or company you work for is part of a group.  For example buying group arrangements may be in place, such as where you purchase your paper and stationery from or which Travel Insurance product you are to sell.