Travel-Agent-旅行社英语

LOGOTravelAgentLOGOObjectives:knowtheservicesandproductsofferedbytravelagenciesknowtheresponsibilitiesoftravelagentslearnthesalesprocessLOGOLOGOLOGOLOGOLOGOLOGOLOGOLOGOReadingWhatservicesandproductsdoesthetravelagencyoffer?Whatistheresponsibilitiesoftravelagents?LOGOThreelargestagencies(organizations)inChinaCTS(ChinaTravelServiceHeadOffice)中国旅行社:CITS(ChinaInternationalTravelService)中国国际旅行社CYTS（ChinaYouthTravelService）中国青年旅行社LOGOFivestepstosuccessfulselling1raisingawareness2establishingrapport3investigatingneeds4presentingproducts5closingthesaleLOGOFivestepstosuccessfulsellingYourjobasatravelagencysalesconsultantistohelpyourcustomerstochoosetheirnextholiday.Thisisaskilledjob,andinordertodoitwell,youneedtofollowanestablishedroutinecalledthesalesprocess.LOGOStage1Tobeginanysalesprocess,itisimportanttoraiseyourcustomer’sawarenessoftheproductsyouragencyoffers.Advertsintheagencywindow,forexample,attractpeople’sattention,andmaybringthemintotheshop.LOGOStage2Thisispossiblythemostimportantstageinsales.Manypeoplearenervousaboutbuyingbecausetheythinkthatsalesconsultantsonlywanttogettheirmoney.Fromtheveryfirstmomentwithanewclient,youneedtoconvincethemthatyouarereallyinterestedinhelpingthemfindtherightholiday.LOGOOfcourse,sometimespeoplegointoatravelagencyjusttobrowsethroughthebrochures.Inthiscase,donotstandnexttothemandaskquestions.Letthemknowyouarethere,butleavethemalone.Givethemtime.LOGOStage3Whenacustomerasksforhelporinformation,wemoveontotheneststage–investigatingthecustomer’sneeds.Thisisalsoanimportantpartofthesalesprocess;itisonlywhenyouhaveaclearideaaboutwhereaclientwantstogo,whentheywanttotravel,whowith,andsoon,thatyoucanselectthebestproductsforthem.LOGOStage4Whenyouhaveselectedthemostsuitableproducts,youneedtopresentthemintermsof:Features–thesearewhataholidayhas,suchasthehotelfacilities,transfersfromtheairport,excursion,etc.LOGOAdvantages–thesearewhatmaketheholidaybetterthanothersimilarholidays.Thefactthatthepriceofaholidayincludesalltheexcursions,orallyourbarcosts,forexample,wouldbeanadvantage.Benefits–whyaparticularfeatureisgoodforthecustomeryouaretalkingtoatthatmoment.LOGOAtthispointintheprocessmanycustomerswillwanttimetothink.Thebestthingtodoistogettheircontactdetailsandinvitethemtotakethebrochureshomeandbrowsethroughthem.Ifyouhavedoneagoodjobofpresentingtheproduct,theywillprobablybebackafewdayslater.LOGOStage5Whenthecustomerreturnstoyouragency…LOGOKeysentencesWehavetwokinds:aseven-daypackagedandaten-daypackagetour.Wehaveatwo-dayweekendpackagetourtoLushanMountain.Forthepackagetour,wewillpayfortheround-tripticketsandallthemealsduringthetour.HotelaccommodationisalsoincludedinthepriceIgaveyou.Youwillstayinathree-starhotel.LOGOKeysentencesWewillpaytheadmissionsforthescenicandhistoricalspots.Thepricelistedinthebrochurewillcoveralltheexpensesexceptaccommodations.Itwillcoverallthefeesofthetrip.Childrenunder1.2minheighttravelfree,exceptfortheirmeals.LOGOOnthefirst,thetourwillvisit…onthesecondday,theywilltour…onthelastday,theywillvisit…AnEnglish-speakingtourguidewillaccompanyyoutothefivedestinations.Wewillpickyouupjustinfrontoftheagencyat8:00amSundaymorning.LOGOAssignment:Role-playActoutadialoguebetweenaguestandatravelagent,talkingaboutavacationtheguestisgoingtotake.