Advanced Selling in Tourism

Course Code: TRAV 229

Academic Year: 2020-2021

The ability to effectively sell tourism product is critical to achieve success in many roles in the Tourism industry. This course will introduce students to the consultative sales process and the essential concepts required in selling an intangible product such as tourism. Topics will include sales techniques such as prospecting, qualifying, building solutions and closing the sale. The process will help students understand the motivational needs of the client and the importance of building trusting relationships. The focus will be on developing and formulating strategies in order to convert leads into sales. Students will have an opportunity to explore the dynamics of the buy/sell relationship through role-play and other experiential techniques to help students develop hands -on skills related to the consultative sales process.