Sales Techniques and Brand Loyalty in the Tourism Industry

Running head: REFLECTIVE JOURNAL
REFLECTIVE JOURNAL
Name of the Student:
Name of the University:
Author note:

1REFLECTIVE JOURNAL
Introduction
Section 1
Sale skills are vital in organizations which depend on continuing buying from customers
or clients. The competence of create relationships with customers; follow them to make
purchases and generate repeat business is at core of selling. It is important to note that sales are a
component of organizations’ marketing and promotions. At this juncture, it is important for
marketing students to understand that sales is one of the most persuasive forms of promotion and
building consumer relationships. The following reflective report will evaluate the Conversation
and Recommendation stage of the Role Play conducted in Assessment, identify theories used to
enhance brand loyalty, explain theories to be applied in sales process related to the transit route
and tourism destination.
Discussion
Section 2
Sales techniques primarily involve sales persons to convince prospective clients to buy
services and develop high inclination towards these services. As a student of marketing and
sales, I distinguished the importance of role playing techniques to deal with any unanticipated or
unfamiliar situations of influencing consumers to incline towards specific services or products.
The Role Play activity has been conducted in Assessment 1, which can be considered as one of
the effective activity of this course. Although, this activity has not been free of stress or
challenges, but has helped me to obtain high level of buoyancy and opportunity to pose queries
as well as learn ways to navigate objections and additional impediments which tend to arise
during new client acquisition. From the lecture notes provided by my professor, I have gained

2REFLECTIVE JOURNAL
idea of a true sales process which involves four vital questions such as dialoguing, qualifying,
clarifying (conversation) and verifying. Among these questions, the trial close or verifying stage
aids sellers to understand the attainment of the executed sales process. By critically delving into
role playing situations, I have been able to learn considerably at a rapid pace and proficiently
handle prospects. At this juncture, I must shed light on one of the scenarios where I
recommended a Tokyo package with family day passes to my potential consumers for Disney
land. My proposing the package, I attained certain level of confidence and gradually perceived
myself as a travelling agent with utmost proficiency and skills to persuade consumers and make
them highly satisfied. Sales are identified as the primary support of any business. However, in
the rapid-paced and categorically diverse travel industry, it is important to focus on the
accomplishment of sales process rather than reiterating same sales strategies to every consumer.
Thus it is highly crucial for sellers especially tourism agents to confirm the purpose of meeting,
strategically summarize goals and then proceed as per the confirmation received from the client
which will eventually lead to successful sales process. On gathering insights from various
resources on sales strategies by travel agents in tourism sector, it is important for proficient
agents to categorize its customers to successfully target the right customer for the appropriate
destinations.
It has been revealed that around 95% of cruise sales materialize by speaking to travel
agents and understand the entire tour planning. On the contrary, around 50% of local tour
planning and hotel bookings are done through internet rather than relying on agents. This type of
knowledge has aided me to direct my sales strategies and further identify my targets as per my
products. At this peak of discussion, I must shed light on Bluegreen’s approach to Webinars
which can be sited as a perfect example to understand ways to maximise the use of sales

3REFLECTIVE JOURNAL
channels, while still shaping their utilization to attain specific types of potential clients. Thus, it
is highly important for travel agents to identify generational differences of consumers while
suggesting tour plans. Through successful identification of generational demographic differences
facilitates travel agents focus on target audience significantly than the type of travel. For
example, selling a beach vacation to honeymooners mainly involves similar approaches and
techniques as they exhibit primarily identical preferences and choices. On the other hand, selling
beach vacations to honeymooners and selling a cruise to retired travellers must be handled with
different approaches. By delving into resources, I have understood that generations are likely to
respond to specific types of marketing as well as communication which is high preferable to
them. At this juncture, I must draw te concept of hinges which categorizes several forms of
hinges in sales process such as natural, influenced or hidden. At this juncture, trial close serves
important role in receiving feedbacks from clients to overcome any forms of barriers or hinges.
As social media has become an important form of communication and marketing, it is imperative
for travellers to respond to inquiries as well as comments through social media at the earliest. To
my understanding, as potential sales persons, I believe that consumers expect rapidity and shows
propensity to shift to other tourism organizations or other booking channels, if they receive
inadequate services and develop discontentment with the services. Upon successful completion
of the role playing and communication activity in Assessment 1, I have understood that the
importance of upselling products tends to increase revenue of the organization.
Proposing additional products on top of a standard package is identified as one of the
effective uncomplicated method of growing tourism companies’ revenue per customer. For
example, if any customer is going on a city tour of Bondi Beach, proficient travel agents must
offer lunch and dinner option in order to increase the interest of travellers and return to same