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 W’s

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

Shells

Answer 8

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

Question 9

Third Party Endorsement

Answer 9

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

Question 10

Value

Answer 10

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.