Selling Escorted Vacation

Question 1

Assertive Questions

Answer 1

Questions that lead your client to the notion of escorted vacation travel.

Question 2

Benefit

Answer 2

Positive result that a feature brings to a particular client.

Question 3

Database Marketing

Answer 3

Keeping detailed records of clients’ demographic and psychographic data to segment the market and target qualified prospects.

Question 4

Demographics

Answer 4

Measurable characteristics—such as age, gender, marital status, income, education, race or ethnicity, religion, household size, and employment or occupation—used to group people with similar characteristics together.

Question 5

Escorted Vacation

Answer 5

A prearranged journey to one or more destinations that typically includes transportation, accommodations, sightseeing, and other components—plus the services of a professional tour director or escort from arrival at the first destination to departure at the final stop on the itinerary.

Question 6

Excursions

Answer 6

A narrated sightseeing event that takes place outside of the city limits, with a return to the originating point (excursions can be one-half day or up to several days in length). It includes transportation (usually motor coach), services of a local guide, fees/ admissions to local attractions, and meals if applicable.

Question 7

Feature

Answer 7

An inherent characteristic of a product or service.

Question 8

Fly/Drive

Answer 8

Independent vacation packages that include air transportation, accommodations, and a rental car.

Question 9

FIT (foreign independent tours)

Answer 9

A tour for which the travel professional books all elements and designs a unique and individualized itinerary selected to meet the specific requests and needs of the individual traveler.

Question 10

Pre-closing

Answer 10

Gaining many little agreements that lead up to the major agreement.

Question 11

Psychographics

Answer 11

Characteristics—such as values, attitudes, interests, behaviors, and lifestyle—used to group people with similar characteristics together.

Question 12

Testimonial

Answer 12

An endorsement or recommendation from a third party

Question 13

USTOA’s $1 Million Travelers Assistance Plan

Answer 13

A program from the United States Tour Operators Association that covers travelers’ deposits and payments for up to $1 million in the event that a USTOA active member company declares bankruptcy