To Be a Travel Agent » Entries tagged with "strategy"
Positioning Strategy
In addition to focussing the sale of the TP and selecting an appropriate selling style, we need to develop an overall positioning strategy for our agency. A positioning strategy means answering our prospect’s ultimate question – “Why based on all of the competitive alternatives available to me, should I select your agency?” – in a way that no other agency could. It is important to note that using a “features and benefits” approach to selling is never as effective as having an overall positioning strategy. As long as other agencies use the same “features and benefits” approach to sell comparable products and services, we all end up sounding the same. To the prospect, one agency is as good as another. In developing an agency’s positioning strategy with a specific prospect – and … Read entire article »
Filed under: Travel Tutorials
The Sales Strategy Worksheet Step Seven: Monitor and Respond to Performance
How does our year-to-date (YTD) performance compare with our budgetted performance? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ How does our quarterly and annual performance compare with that of peer agencies (i.e. those of a similar size) according to SbN information? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ How does our performance rate in terms of the UNIGLOBE Excellence Program? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ What do our Quality Control Card results suggest about our level of service? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ What percentage of clients have we retained over the past 12 months? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ … Read entire article »
Filed under: Travel Tutorials
The Sales Strategy Worksheet Step Six: Align Your Personnel
Do we need to hire personnel in order to meet our business goals? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Do we need to reorganize the responsibilities of existing personnel in order to meet our business goals? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ What are our priorities for training? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Does everyone understand our business goals and why they’re important? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Have the appropriate people had input into our sales objectives? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Have we brainstormed specific strategies for achieving them? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Has what we’ve agreed on been communicated to everyone clearly? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Are the appropriate people clear on how we are monitoring performance? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ What systems (hardware, software, protocol) do we need to introduce or improve on in order to support personnel? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ … Read entire article »
Filed under: Travel Tutorials
The Sales Strategy Worksheet Step Four: Set Sales Objectives
Corporate: Commissionable Sales: $___________ ____% Air ____% Hotel ____% Car rental ____% Other travel Additional Fees: $___________ # and Mix of Accounts: ____ or ____% <$25,000 ____ or ____% $25,001 – $75,000 ____ or ____% $75,001 – $125,000 ____ or ____% $125,001 – $200,000 ____ or ____% $200,000 – $450,000 ____ or ____% >$450,000 Leisure: Commissionable Sales: $___________ ____% Cruise Vacation package ____% Breakaways package ____% Other cruise package ____% Other tour package ____% Air ____% Hotel ____% Car ____% Insurance ____% Other Additional Fees: $___________ # accounts: ____ Mix of accounts: ____% under $750 ____% between $751 and $1,500 ____% between $1,501 and $2,500 ____% between $2,501 and $4,000 ____% over $4,000 Associations (Groups, Clubs, etc.): Commissionable Sales: $___________ ____% Air ____% Hotel ____% Car ____% Cruise Vacation package ____% Breakaways package ____% Other cruise package ____% … Read entire article »
Filed under: Travel Tutorials
The Sales Strategy Worksheet Step Two: Evaluate the Selling Environment
Factors to Consider Agency’s Competitive Strengths/Weaknesses The Agency: Visibility/Accessibility _______________________________________ Appearance/Image _______________________________________ Personnel _______________________________________ Policies and Procedures _______________________________________ Reputation _______________________________________ Capabilities: Quality Control _______________________________________ Technological Sophistication _______________________________________ Information Management _______________________________________ Preferred Supplier Relations _______________________________________ Special Services _______________________________________ Corporate: Market Access/Availability _______________________________________ Experience/Expertise _______________________________________ Special Services _______________________________________ Client Satisfaction _______________________________________ Leisure: Market Access/Availability _______________________________________ Experience/Expertise _______________________________________ Special Services _______________________________________ Client Satisfaction _______________________________________ Association: _______________________________________ Market Access/Availability _______________________________________ Experience/Expertise _______________________________________ Special Services _______________________________________ Client Satisfaction _______________________________________ Other: ______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ … Read entire article »
Filed under: Travel Tutorials
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