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Published byChristian Johnson Modified over 9 years ago
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Chapter 12 Distribution Travel and Tourism
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Selling Tourism Types of Selling 1.Personal Selling= direct interaction with customer – they must be well-trained, have good timing, overcome customer’s objectives Do not call list 2.Business to Business Selling One business sells to another business. Like towels, bedding for hotels
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7 Steps of Selling 1. APPROACH Identify customers Qualifying them (are they ready to purchase?) Needs and wants 2.Determine Needs Ask open ended questions
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3. Present the Product Look for buying signals ( verbal and nonverbal signs) 4.Overcome Objectives Ask for more info and give options or alternatives to customer 5.Close the Sale Getting a commitment
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6. Perform Suggestion Selling Presenting additional product sales Cross-Selling = selling customer additional related products tied to one name Selling up = offering a more expensive or upgraded product 7.Follow up Get a customer for life
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The Importance of Service – pg 246 SELLING FEATURES AND BENEFITS Product Features = physical attribute of product Product Benefit = feature advantage of product USE Benefits to SELL
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12.2 Channels of Distribution Direct Channels A path a product takes without help of anyone else Indirect Channel = using a “middle man” Travel Agents – most familiar in tourism industry Consolidators – an agent who buys unsold products in bulk from suppliers and then resells to consumers
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Tour Operators = wholesaler. Negotiates rates with hotels, cruises, etc. Internet Channel= Etail = sale of goods and services to customer by means through the Internet INTERNET COMPANIES Company Web sites- hotel sites Affinity Sites-geographic locations ( expedia) Discounts sites- priceline.com Portal Sites – MSN, yahoo
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