Allocentric - ANSWER A person whose life is centered on varied interest. Allocentrics are outgoing, confident, and curious. Also sometimes called a venturer
Business Travel - ANSWER travel for the sole purpose of conducting and individuals or companys buisness
Buyer psychology - ANSWER The sc...
Certified Travel Associate Correct Questions & Answers!!
Allocentric - ANSWER A person whose life is centered on varied interest. Allocentrics are outgoing, confident, and curious. Also sometimes called a venturer
Business Travel - ANSWER travel for the sole purpose of conducting and individuals or companys buisness
Buyer psychology - ANSWER The science of understanding why people make buying decissions
Demographics - ANSWER Data that describe a group of people in terms of their age, marital status, family, size, ethnicity, gender, profession, education, and income
Discretionary travel - ANSWER A trip taken by choice rather than out of necessity.
Familiarization Trips (FAM) - ANSWER Trips offered by governmental tourism agencies,
hotels, resorts, and tour operators at low or no cost to acquaint travel salespeople (typically travel agents) with the products and services they offer
Incentive Travel - ANSWER A trip offered as an award by a company to employees who
meet a target or achieve a specific goal.
Leisure Travel - ANSWER Any travel undertaken for pleasure, rather than for business reasons.
Meeting Travel - ANSWER Travel that is undertaken to attend an organized event or meeting
Midcentric - ANSWER A person who travels in order to break from the routine, and strike a healthy balance between work and play
Non discretionary Travel - ANSWER Business travel, not vacation, traveler does not choose where to go. Payment is made by corporation that traveler works for.
Psychocentric - ANSWER A person whose thoughts are centered on the small, everyday problems of the self. This type of person is self-inhibited and non-
adventuresome, and values familiarity and comfort in travel. Also sometimes called a dependable.
psycographics - ANSWER a method of categorizing individuals by grouping individuals by their lifestyle choices over which they have control, such as the level of education VFR travel - ANSWER travel for the purpose of visiting friends or relatives
Acknowledge - ANSWER Listening technique used to show customers that you value what they are saying
Benefits - ANSWER The positive results provided by travel products, as perceived by the customer
Clarify - ANSWER Listening technique used to get more information about your customers needs.
Close the sale - ANSWER Obtaining a commitment from the customer to make a purchase
Closed Questions - ANSWER Questions that can usually be answered with yes or no.
Confirm - ANSWER Listening technique used to check your understanding of the customers needs
Cross-selling - ANSWER A selling method that occurs when customers buy additional products or services after the initial purchase like a rental car with an airline ticket.
Customer-focused selling - ANSWER The sales approach in which salespeople act as consultants whose knowledge, skill and motivation will lead buyers to purchase decisions that best suits their needs
Features - ANSWER Characteristics of a product that provides value to the customer
Open Questions - ANSWER broad based questions that ask the interviewee to provide perspective, ideas, information, or opinions
Preferred suppliers - ANSWER Travel agencies have written agreements with suppliers know as the preferred supplier agreement, Agencies depend on suppliers to develop products and services and select suppliers
Probing - ANSWER Asking questions to delve deeper for more information
Prospecting - ANSWER The process of finding new customers, or identifying prospective purchasers
Qualifying - ANSWER in the selling process, making sure that people have a need for the product, the authority to buy a specific product.
sales cycle - ANSWER - steps that a salesperson goes through to sell a particular product or servic
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