Culinary, Hospitality, Travel & Tourism

Text for undergraduates courses in travel/tourism sales and marketing.

Based on the anuthors' years of expertise in the travel field and owning and operating a travel agency, this book is a definitive guide to sales and marketing practices for travel and tourism professionals. The book is complete with real-world examples and case studies. The book discusses demographic and pyschographic information, sales interviews, telemarketing, advertising, external and internal market segmentation and the product service marketing mix.

• includes especially strong chapters on Psychology of the Traveler (Chapter 3) and on Relational Marketing (Chapter 9).

• chapter 13 on Sales Techniques is extremely practical and applied with proven techniques based on the authors' years of experience.

• updates all cases to reflect current situations and practices in the industry.

• provides coverage of the international aspects of travel, including consumer perceptions and cultural influences.

 1. Introduction.


 2. Nature of the Tourism Product.


 3. Psychology of the Traveler.


 4. Market Research.


 5. Image.


 6. The Marketing Mix in Travel and Tourism.


 7. Pricing.


 8. Communications.


 9. Relationship Marketing.


10. Adverstising, Publicity, and Promotion.


11. Using Adverstising Effectively.


12. The Sales Function in the Travel Industry.


13. Sales Techniques.


14. Service-The Most Important Marketing Tool.


15. Technology in Marketing.


16. Marketing in Travel and Tourism-Present and Future.

Travel/Tourism Sales and Marketing [AOD TITLES] (Travel & Tourism)

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Pearson Higher Education offers special pricing when you choose to package your text with other student resources. If you're interested in creating a cost-saving package for your students contact your Pearson Higher Education representative.