Selling All-Inclusive Resorts

Question 1

All-inclusive Resort

Answer 1

Type of resort that includes accommodations, meals, entertainment, and a majority of onsite activities for a single price.

Question 2

Benefit

Answer 2

Positive result that a feature brings to a particular client .

Question 3

Feature

Answer 3

An inherent characteristic of a product or service.

Question 4

Five Ws

Answer 4

Basic questions beginning with “Who,” “What,” “Where,” “When,” and “Why” that are often used to pre-qualify clients.

Question 5

Marketing

Answer 5

A series of decisions and actions taken by a seller to create a match between consumers’ preferences and a product.

Question 6

Pre-qualifying

Answer 6

The process of asking some basic initial questions to assess the buying characteristics of your client

Question 7

Price

Answer 7

The actual cost of the vacation - the invoice amount.

Question 8

Qualifying

Answer 8

The process of identifying your clients’ needs by asking thoughtful questions and listening for key responses.

Question 9

Shells

Answer 9

Generic brochures that allow you to send a customized message to prospective clients.

Question 10

Third-party Endorsement

Answer 10

A sanction or approval from a legitimate source other than the salesperson.

Question 11

Trial Closing

Answer 11

The strategy of testing your client’s readiness to buy.

Question 12

Value

Answer 12

The relationship between the price your clients pay and the benefits they receive; it reflects the client’s perception of the degree to which the benefits exceed the costs.