Selling Escorted Vacations

Question 1

Escorted vacations are getting shorter in response to current trends.

True or False

Answer 1

True

Question 2

Escorted vacations are designed for older, inactive travelers.

True or False

Answer 2

False

Question 3

A vacation package that includes the services of a professional tour director or escort from arrival to departure points on an itinerary is known as a(n)

a. escorted vacation
b. excursion
c. independent tour
d. hosted tour

Answer 3

Escorted Vacation

Question 4

When selling escorted vacations, you should emphasize features of the tour rather than the entire vacation experience.
True or False

Answer 4

False

Question 5

For database marketing to help you identify prospects for escorted vacation sales, you must

a. seek co-op funds for your escorted vacation supplier
b. send direct mail
c. write a press release
d. keep detailed records of your clients

Answer 5

keep detailed records of your clients

Question 6

Which of the following is a common misconception of escorted vacations?

a. superficial itineraries
b. good value
c. variety of cuisine
d. opportunity to meet other travelers

Answer 6

superficial itineraries

Question 7

Escorted vacation clients tend to be loyal and knowledgeable.

True or False

Answer 7

True

Question 8

Knowing the destinations (and their seasonality) on an escorted vacation itinerary is an important part of

a. identifying your client’s needs
b. handling of objections
c. making a recommendation
d. following up

Answer 8

Making a recommendation

Question 9

Escorted vacations provide a good opportunity to market and sell to groups.
True or False

Answer 9

True

Question 10

Escorted vacations appeal to consumers because they offer

a. limited sightseeing
b. good value
c. little exposure to local culture
d. no interaction with other travelers

Answer 10

Good Value

Question 11

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

Answer 11

Escorted Vacation

Question 12

Short tour (hour, half day, day) of a limited area, such as a city sightseeing tour. Sometimes it may be an offsite activity, such as a cooking class or workshop.

Answer 12

Excursion

Question 13

Prepaid, prearranged travel program that includes accommodations and other component such as transfers, rental cars, sightseeing excursions, meals, and/or admissions to attractions; may also include air transportation.

Answer 13

Independent Tour (Vacation Package)

Question 14

Independent vacation package that includes air transportation, accommodations, and a rental car.

Answer 14

Fly/Drive

Question 15

Customized tour program with components selected to meet the specific requests and needs of the individual traveler.

Answer 15

Foreign Independent Tour (FIT)

Question 16

Hybrid product between an individual vacation package and fully escorted tour, in which a representative of the tour operator is available to meet with tour participants at specified times; different hosts may be available at each destination.

Answer 16

Hosted Tour

Question 17

Key benefit of escorted tours.

Answer 17

Only the escorted vacation provides constant access to the information and assistance of a full-time tour director and the security of traveling with an escorted group.

Question 18

Top 4 reasons why travelers select escorted tours.

Answer 18

1) friendships
2) the tour director
3) value
4) unique experiences

Question 19

Sell this unique benefit to your clients who express a desire to meet interesting people and foster new relationships on their vacation.

Answer 19

Friendships - Escorted tours provide an opportunity to make new friends.

Question 20

For one package price, your clients can enjoy quality accommodations, comfortable motorcoach transportation with professional drivers, knowledgeable tour managers, and other extras, such as licensed city guides, sightseeing tours, and daily meals.

Answer 20

Value - your clients can realize more significant savings than if they were to purchase each of these components separately.

Question 21

With a single purchase decision, your clients know that their travel arrangements are already in place—and that they can expect the kind of comfort and service that will allow them to simply relax and be taken care of during their vacation.

Answer 21

Convenience - one-stop shopping and worry-free, hassle-free travel will appeal to your clients. The comfort of knowing everything has been arranged in advance contributes to your clients’ peace of mind.

Question 22

Tour directors typically speak many languages, enabling them to provide travelers with assistance and firsthand knowledge in every country visited.

Answer 22

Security - the security and safety of group arrangements and experienced tour guides who know all the local customs

Question 23

USTOA’s $1 Million Travelers Assistance Program

Answer 23

In the event that a USTOA active member company declares bankruptcy, USTOA’s Consumer Protection Plan will cover travelers’ deposits and payments for up to $1 million, ensuring your clients’ protection.

Question 24

Your clients will enjoy plenty of variety on their escorted vacations, including:

Answer 24

The opportunity to visit a variety of must-see sights and unique cultural attractions, gaining the insight they need to truly experience foreign cultures.

A variety of local entertainment and cultural experiences, often included in the package price. Some tour operators provide off-the-beaten-path experiences that can’t be found elsewhere.

Advice and direction on the best places to shop for bargains—and how to avoid tourist traps.

A comfortable balance of planned sightseeing and free time to explore independently. Tours can vary greatly in activity level, providing the perfect option for almost every traveler’s level of comfort.

Breakfasts, gourmet dinners, and great local dining experiences.

Well-planned and varied itineraries that allow clients to enjoy their vacation to its fullest extent, with no time wasted trying to find things to do or sights to see.

Question 25

Reports indicate that more than _____ of leisure travelers want an all-inclusive vacation that includes air transportation, accommodations, food, transfers to the hotel or resort, and some recreation.

Answer 25

two-thirds

Question 26

More than ___ of all leisure travelers also want to visit art, architectural, and historic sites, and half also want to eat different and unusual cuisine.

Answer 26

half

Question 27

Historically, escorted vacations would last two or three weeks. What is the current typical length?

Answer 27

Now, nine to 10 days is typical.

Question 28

Is there a ready market for escorted vacations?

Answer 28

Escorted vacations are among the most popular vacations in the world. The growing and aging population increases the number of potential travelers who want to take a packaged tour. Benefits such as value, convenience, and security have great appeal for travelers.

Question 29

Is the price of an escorted vacation right?

Answer 29

Tour operator buying power gives customers excep­tional value. Typically, an escorted vacation provides transportation, accommodations, sightseeing, and many meals for the price of FIT transportation and accommodations alone.

Question 30

Is the sale of an escorted vacation relatively easy to make?

Answer 30

Escorted vacations are easy to present and easy to book because all components are covered with one set of collateral and one booking transaction. You can book a five-city itinerary without having to research and book five different hotels and intercity transportation, thus boosting your productivity.

Question 31

Does the supplier provide marketing and sales support of their escorted vacations?

Answer 31

Tour operators are generally eager to provide cooperative (co-op) marketing funds to qualified agencies. Many suppliers, such as Insight Vacations, even help agencies with their marketing plans and sales training. In addition, tour operators tend to support agencies through their own brochures and websites, referring customers to travel professionals who are in a better position to give individual attention to a traveler’s specific needs.

Question 32

Is the sale of escorted vacations lucrative?

Answer 32

Almost all escorted vacations are fully commissionable at a minimum of 10 percent on every sale and as high as 20 percent. Some of the largest suppliers still pay commission on airfare. With overrides from your supplier, you can earn significantly more, depending on the number of passengers booked, your overall sales volume, the agency or consortium you work with, and the class of the tour sold.

Question 33

Demographics

Answer 33

a method of classifying people based on measurable factors, such as age, sex, income, and employment

Question 34

Psychographics

Answer 34

group people together according to factors such as values, beliefs, and lifestyle that are more difficult to measure

Question 35

Often disregarded as prospects for escorted vacations, these tech-savvy individuals have travel research information at their fingertips but are too busy with their careers to plan their own travel.

Answer 35

Millennials (born after 1980 and Generation Z)

Question 36

These travelers want something new and unique. Escorted vacations take the worry out of planning the entire trip; time is precious for many of this generation.

Answer 36

Millennials (born after 1980 and Generation Z)

Question 37

Learning about other cultures and destinations is a major interest. They are also interested in giving back through volunteer-tourism.

Answer 37

Millennials (born after 1980 and Generation Z)

Question 38

History sites and museums are strong attractions, after adventure and outdoor activities. They also enjoy off-the-beaten-path experiences.

Answer 38

Millennials (born after 1980 and Generation Z)

Question 39

This market has the most potential for travel agents simply because this generation has many more traveling years ahead of them.

Answer 39

Millennials (born after 1980 and Generation Z)

Question 40

This segment is currently the largest market for escorted vacations.

Answer 40

Generation X and Y (born between 1965 and 1980)

Question 41

They are individualistic and independent. Many will work past what traditionally has been retirement years.

Answer 41

Generation X and Y (born between 1965 and 1980)

Question 42

They want shorter trips and look at travel as an escape from stress.

Answer 42

Generation X and Y (born between 1965 and 1980)

Question 43

They want to self-actualize and connect with cultures, people, and places.

Answer 43

Generation X and Y (born between 1965 and 1980)

Question 44

For those in this generation with children at home, they want to expose them to the education and enjoyment of travel.

Answer 44

Generation X and Y (born between 1965 and 1980)

Question 45

This generation likes adventure, outdoor activities, and off-the-beaten-path excursions.

Answer 45

Millennials (born after 1980 and Generation Z)

Question 46

This generation is looking for vacation packages that give them more activities, freedom, choices, and spirituality.

Answer 46

Generation X and Y (born between 1965 and 1980)

Question 47

They have become more active travelers and are more likely to buy a vacation package when they do.

Answer 47

Baby Boomers (born between 1945 and 1965)

Question 48

Most of them are retired, or entering retirement age, and are looking for travel overseas, although they also travel extensively in the United States.

Answer 48

Baby Boomers (born between 1945 and 1965)

Question 49

They tend to like exploring, rather than merely observing. They enjoy small group activities and a combination of travel experiences, such as leisure trips that offer physical activity, learning, and enjoying the arts and nature.

Answer 49

Baby Boomers (born between 1945 and 1965)

Question 50

They tend to spend more time away from home and more money on their trips.

Answer 50

Baby Boomers (born between 1945 and 1965)

Question 51

They tend to seek vacation packages involving sightseeing, cruising, education, sand & sun, and outdoor activities.

Answer 51

Baby Boomers (born between 1945 and 1965)

Question 52

A grandmother hiking the Grand Canyon with her grandson.

Answer 52

Family travel

Question 53

A single parent taking an escorted vacation in the Pacific Northwest with his 11-year-old, indulging in the luxury of letting someone else do the planning.

Answer 53

Family travel

Question 54

Parents traveling with kids.

Answer 54

Family travel

Question 55

Grandparents traveling with grandchildren.

Answer 55

Family travel

Question 56

Several generations of a single family traveling together to celebrate a family reunion or 50th anniversary.

Answer 56

Family travel

Question 57

Special Interests: Culture

Answer 57

find tours that revolve around museums, the arts, historic preservation, and the humanities.

Question 58

Special Interests: History

Answer 58

look for itineraries that feature historic sites, museums, and educational opportunities, such as classes and lectures.

Question 59

Special Interests: Adventure

Answer 59

consider tours that include hiking, climbing, lakes, and skiing as well as beaches.

Question 60

Special Interests: Sports

Answer 60

offer vacations that include golf, skiing, scuba diving, and other spectator and participatory sports/events.

Question 61

List 5 similarities between cruises and escorted vacations.

Answer 61

Pricing — transportation, accommodations, meals, and entertainment are included. Cruise Director/Tour Director — a cruise director oversees the entertainment and sets the tone for the trip, while a tour director gets to know the travelers personally and delights them with the first-hand commentary on the countries and sights being visited. Tipping — cruisers usually tip the waiter, busboy, wine steward, maitre d’, and cabin attendants; escorted vacationers may tip tour directors, drivers, and local city guides (tips for meals and baggage handling are usually included). Meals — cruises include meals and escorted vacations include some meals, yet they allow flexibility so the traveler can experience local cuisine. Booking Ease — both cruisers and escorted vacationers require only one contact with a travel agent to book a complete vacation.

Question 62

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

Answer 62

Database Marketing

Question 63

Database Item: Addresses

Answer 63

Sorting by zip code can help you separate prospects for budget tours from potential luxury package clients.

Question 64

Database Item: Age

Answer 64

Arranging by age can help you target a specific demographic group, such as mature travelers who seek enriching destinations and vacations with culture and sightseeing.

Question 65

Database Item: Marital and family status

Answer 65

Viewing by status can help you sell specific vacation types because you’ll know that a couple with two pre-teen children is likely to have different travel needs than a couple of empty nesters.

Question 66

Database Item: Past purchases

Answer 66

Clients who once enjoyed cruises and all-inclusive resorts may appreciate the convenience and up-front pricing of an escorted tour, for example.

Question 67

Database Item: Special interests

Answer 67

Avid theatergoers might be particularly interested in London theatre and other cultural activities, for example. Any time you interact with your client or potential client, you should note their interests and hobbies and enter that information into your database.

Question 68

Database Item: Group memberships

Answer 68

Those might point to possible group sales.

Question 69

Database Item: Special events

Answer 69

Birthdays and anniversaries, for example, are often celebrated with travel. (Plus, those celebrating often splurge on the arrangements!) You can include children’s birthdays, graduation dates, upcoming retirement, job promotions, etc. Travel is a great way to celebrate!

Question 70

Do everything you can to understand your clients’ and prospective clients’ needs, hopes, likes, and dislikes. Learn about how they prefer to travel and the key variables that motivate their decisions. Your prospects will see that you have given their wants and needs considerable thought and that you have found a product that’s perfect for them.

Answer 70

Target your audience.

Question 71

One of the keys to successful marketing is to be different from your competitors.

Answer 71

Stand out in the crowd.

Question 72

An endorsement or recommendation from a third party.

Answer 72

Testimonial

Question 73

People are naturally skeptical when they hear or see a sales pitch, but they’re less skeptical and often quite receptive when another consumer makes a recommendation.

Answer 73

Use testimonials.

Question 74

Prospective clients are more likely to respond to an appeal that is focused on their desire to experience something new.

Answer 74

Appeal to emotions.

Question 75

5 Steps to Selling Escorted Vacations

Answer 75

1. Identifying needs 2. Making recommendations 3. Handling objections 4. Closing and recapping 5. Following up

Question 76

Assertive escorted tour questions

Answer 76

Are you open to the idea of an escorted vacation? Is meeting people usually an important part of your vacation experiences? Are you bothered by all the stress that a fully independent journey like the one you’re proposing entails?

Question 77

A ____ is an inherent characteristic of a product or a service.

Answer 77

feature

Question 78

A ____ is the positive result that a feature brings to a particular client

Answer 78

benefit

Question 79

Benefit: You won't have to worry about finding good, reasonable restaurants, and you'll still have the flexibility to dine alone or with friends.

Answer 79

Feature: Most dinners are included with this tour

Question 80

Benefit: You'll have fun exploring, shopping, or relaxing on your own or with your new friends.

Answer 80

Feature: Independent time

Question 81

Benefit: You won't have to deal with the inconvenience and extra expense of handing our tips to porters and maids throughout your stay.

Answer 81

Feature: No hidden extras at hotels

Question 82

Benefit: You can completely relax, knowing that an experienced escort is taking care of all the details and reconfirming every arrangement for your comfort and enjoyment.

Answer 82

Feature: Professional tour directors

Question 83

Benefit: You'll get so much more out of an escorted vacation, because knowledgeable local experts guide the way and explain the sights.

Answer 83

Feature: Licensed city guides

Question 84

Benefit: Your ride will always be safe, comfortable and on schedule because the drivers are selected for their experience and spotless safety record.

Answer 84

Feature: Experienced drivers

Question 85

Benefit: You won't have to worry about prices going up - once your deposit is in, the land rate is locked.

Answer 85

Feature: Guaranteed prices

Question 86

Benefit: You'll spend every night in a comfortable hotel room because on this tour you do not travel - by car or by ferry = at night.

Answer 86

Feature: No night driving

Question 87

Benefit: You can sit back, stretch out, and enjoy the comfort of the largest most modern motor coaches. Enjoy the view through panoramic windows and hear the guide clearly over a stereo sound system.

Answer 87

Feature: Luxury air-conditioned motor coaches

Question 88

Benefit: You'll get a great start every vacation day, with a breakfast of traditional and local fare at no additional cost.

Answer 88

Feature: Breakfast buffet every day, included in the price.

Question 89

An escorted vacation to this destination is great for those who perhaps have not traveled internationally before (a huge market, by the way, given that only 11 percent of Americans have a current passport!).

Answer 89

Europe

Question 90

An escorted vacation to this destination is great for those interested in getting a close-up look at how people of different cultures live — through their cuisine, music, history, and geography.

Answer 90

Latin America

Question 91

An escorted vacation to this destination is great for clients who want the opportunity to experience a variety of exotic lifestyles and centuries-old traditions and visit sights that made this part of the world famous.

Answer 91

Pacific

Question 92

An escorted vacation to this destination is great for clients who want to experience these historic and spiritual lands without battling language and cultural barriers.

Answer 92

Asia

Question 93

An escorted vacation to this destination is great for repeat travelers and more adventurous types looking for something truly different.

Answer 93

Africa

Question 94

____ is when to promote and advertise Europe escorted tours.

Answer 94

November to May

Question 95

Peak escorted tour season in Europe is ___.

Answer 95

April to October

Question 96

____ is when to promote and advertise Egypt/Israel escorted tours.

Answer 96

Year-round

Question 97

Peak escorted tour season in Egypt/Israel is ___.

Answer 97

Year-round

Question 98

____ is when to promote and advertise Australia/New Zealand/Fiji/Tahiti escorted tours.

Answer 98

July to December

Question 99

Peak escorted tour season in Australia/New Zealand/Fiji/Tahiti is ___.

Answer 99

October to March

Question 100

____ is when to promote and advertise Asia: China/Hong Kong/Japan/Thailand/Malaysia escorted tours.

Answer 100

December to August

Question 101

Peak escorted tour season in Asia: China/Hong Kong/Japan/Thailand/Malaysia is ___.

Answer 101

October to March

Question 102

____ is when to promote and advertise India/Nepal escorted tours.

Answer 102

May to September

Question 103

Peak escorted tour season in India/Nepal is ___.

Answer 103

October to April

Question 104

____ is when to promote and advertise USA escorted tours.

Answer 104

January to July

Question 105

Peak escorted tour season in the USA is ___.

Answer 105

April to October

Question 106

____ is when to promote and advertise Canada escorted tours.

Answer 106

January to July

Question 107

Peak escorted tour season in Canada is ___.

Answer 107

April to October

Question 108

____ is when to promote and advertise Hawaii escorted tours.

Answer 108

Year-round

Question 109

Peak escorted tour season in Hawaii is ___.

Answer 109

Year-round

Question 110

____ is when to promote and advertise Central and South America/Mexico escorted tours.

Answer 110

June - December

Question 111

Peak escorted tour season in Cantral and South America/Mexico is ___.

Answer 111

September to March

Question 112

Your clients might think that they have neither the necessary amount of time nor the money for an escorted vacation. Name the misconception.

Answer 112

Budgeting

Question 113

Your clients may be concerned about traveling with strange people, having to speak foreign languages, or having to eat unfamiliar foods. Name the misconception.

Answer 113

Comfort Zone

Question 114

Your clients may be under the false impression that there’s nothing to do except see churches and museums, that there’s no activity beyond sitting on a bus all day, that they’ll have no one to talk to, or that they’ll be surrounded by old people. Name the misconception.

Answer 114

Boring

Question 115

Your clients may think an escorted vacation won’t allow them to really see the destination. Name the misconception.

Answer 115

Superficial

Question 116

The 5 step process of handling objections.

Answer 116

1. Listen completely 2. Acknowledge the converm 3. Empathize 4. Redirect 5. Confirm

Question 117

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

Answer 117

Pre-closing

Question 118

The ______ assumes that the buyer has decided to buy the vacation.

Answer 118

Assumptive Close

Question 119

The ______ asks the customer to choose between two options, either one of which indicates a purchase.

Answer 119

Alternate Choice Close

Question 120

The ______ quickly recaps the benefits of the vacation being offered and asks for the sale.

Answer 120

Summary Close

Question 121

The ______ asks agreement with each sales point.

Answer 121

Continuous Yes Close

Question 122

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

Answer 122

Assertive Questions

Question 123

Positive result that a feature brings to a particular client

Answer 123

Benefit

Question 124

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

Answer 124

Database Marketing

Question 125

A method of classifying people based on measurable factors such as age, sex, income, and employment

Answer 125

Demographics

Question 126

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

Answer 126

Escorted Vacation

Question 127

Short (one-hour, half-day, or full-day) tours of a limited area, such as a city sightseeing tour

Answer 127

Excursions

Question 128

An inherent characteristic of a product or service

Answer 128

Feature

Question 129

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

Answer 129

Fly/Drive

Question 130

Prepaid, prearranged travel programs that include accommodations and other components such as transfers, rental cars, sightseeing excursions, meals, and/or admissions to attractions; may also include air transportation

Answer 130

Foreign Independent Tours (FIT)

Question 131

Gaining many little agreements that lead up to the major agreement

Answer 131

Pre-closing

Question 132

A method of grouping people together according to difficult to measure factors such as values, beliefs, and lifestyle

Answer 132

Psychographics

Question 133

An endorsement or recommendation from a third party

Answer 133

Testimonial

Question 134

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

Answer 134

USTOA's $1 Million Travelers Assistance Plan