Selling Escorted Vacations

Question 1

Assertive Questions

Answer 1

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

Question 2

Database Marketing

Answer 2

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

Question 3

Demographics

Answer 3

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 4

Escorted Vacations

Answer 4

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 5

Feature

Answer 5

An inherent characteristic of a product or service.

Question 6

Fly/Drive

Answer 6

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

Question 7

Pre-closing

Answer 7

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

Question 8

Psychographics

Answer 8

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

Question 9

Testimonial

Answer 9

An endorsement or recommendation from a third party

Question 10

USTOA’s $1 Million Travelers Assistance Program

Answer 10

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