Title: Examine concepts related to selling products and services in the travel and tourism industry.
Course: Travel and Tourism Marketing, Advanced (16152) > Section: Conducting Sales

Examination could include

- identifying buying motives
- building clientele
- developing prospect lists
- probing for information
- using follow-up techniques
- establishing sales quotas
- managing territories
- making sales presentations
- participating in sales meetings
- entering sales contests
- preparing and analyzing sales reports.

Process/Skill Questions:

- How can cultural influences affect buying behavior?
- How are product benefits used to educate consumers?
- What are some potential obstacles to a sale?
- What are the purposes of sales meetings?
- What actions could a business take to expand its clientele?
- What type of information is used for making sales presentations?
- What are loyalty programs, and how are they used to increase sales?