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Sales of tours: theory and practice. - Rostov-on-Don, Phoenix, 2006. - 280 p
THE SUMMARY
Creation of the travel agency focused on the client, demands from workers of ability precisely to estimate a situation, to make independent decisions, to create conditions for mutual satisfaction of the parties in the course of acceptance by the client of the decision on purchase. In the given edition the original technics of sale of the tourist product, adapted under specificity of modern tourist manufacture and a reality of Russian tourist industry is offered. For experts of the tourist industry and students of profile specialities
CHAPTER 1. TRAVEL AGENCIES: FUNCTIONS, KINDS AND LEGAL BASES OF ACTIVITY
CHAPTER 2. CLIENTS OF TOURIST AGENCY AND THEM
REQUIREMENTS
CHAPTER 3. PREPARATION OF THE MANAGER OF TOURIST AGENCY FOR WORK WITH CLIENTS
CHAPTER 3.
FEATURES OF THE PERSONAL SELLING OF THE TOURIST PRODUCT
3.1. The half-minute solving everything or how to come into contact to the client
3.2 We Fish around or how to "open" the client
3.3. The tourist product Is presented
3.4. How to win in dispute with the client and not to frighten off the last
3.5. We Finish sale
CHAPTER 4. AGENCY SALE BY PHONE
CHAPTER 5. LOYALTY OF CLIENTS OF TOURIST AGENCY AND THE PROGRAM OF ITS INCREASE
CHAPTER 6. MAINTENANCE OF GROWTH OF SALES (COUNCILS TO HEADS)
BONUS №1
AGENCY SALES OF TICKETS FOR REGULAR FLIGHTS
BONUS № 2
AGENCY SALES OF RAILWAY TICKETS
APPENDICES