Tour sales Process

Tourism service being process sales is also a process.It is not one time one action.It is continuous process.It involves different activities and different agencies.A sales man needs to continue his sales effort during the consumption also.A consumer must be satisfied from beginning to the end.A tourist sales involve in following process;-
-Collect information and inform guest.
-Preparing itinerary.
-Collect tariff from different service agencies.
-Do costing of itinerary.
-Reserve the service of different agencies.
-Manage travel documents and complete travel formalities.
-Collect payment and issue service order/service voucher.
-Monster and coordinate the service agencies.Keep in touch with customer and check their satisfaction.

Service Order

  
When a tour is agreed by a guest and service agency also conform the space and services the travel agency collects payment from the guest.After receiving the payment the travel agency issue the travel voucher (service order) to the service agencies.The original copy is carried by the guest to get the service and duplicate copy is sent to the service agencies.It proofs that the guest and business to the agency.A service order serves the problem created by "here and there"
                               Travel agent must be very careful while writing service order and service agency will bill on the basis of the terms and the conditions mentioned on it.It is a legal document,so proper record should be mentioned.In many countries the format of the service order is required to be approved by the government and a record is keep by the tax department.As billing is done  on the basis of the service order and it involves foreign currency,so,the records of used,unused void copies should be kept properly.filling should be done as per the serial nos.A tax officer or auditor may check it any time.
-Full name of clients .If there are any child mention their age.It is used for group written down the name of  group and prepare naming list of the group members.
-Required dates Required nights.
-Required number of beds and types of beds;-Single, Double ,Triple,extra bed,Twine bed,suites,etc
-Clearly indicate the hotel plan such as E.P,C.P,M.AP.
-Name of your agency with official signature and date of issue.
-Mention of payment-Indicate who will pay the bill.Mention clearly what are the service to be billed and mention clearly to to"collect all the extras directly".
-Whenever necessary,mention early arrival or late departure.Request for early check-in and late check-out if necessary.

sale promotion and sales support

                    
Sales promotion is another tool of marketing to promote its goods and services.It is a short-term promotional effort.While advertising communicate reason to buy,sales promotion explains reason to buy now.Sales promote offers the product with an incentive to buy.Sales promotion include a wide variety of promotion tools designed to stimulated earlier or stronger market response.Example of incentives include coupons,premium,contests,discounts,free samples,etc.Tour packaging and sales as a single product and offer of special fare are some of the popular sales promotional technique use in tourism business.sales promotion adds excitement and pulling power.The sales-force promotes support the organization's personal advertisement.
Season play a significant role in tourism business.Sales promotion technique is use to overcome the problem of seasonal fluctuations,to face the competitors short term challenge,to control the local market and local sales.The technique's  usefulness is to balance the price fluctuation in the local market,which is the inherent charterer of tourism product (see chapter pricing).The objectives of sales promotion is to entice consumer to try a new product,introduce new service,lure consumer away from competitors,to hold and reward loyal consumer.Sales promotion can increase short term sales but at the same time it should be focused to build long-term market share.

Arrival Transfer

An arrival of guest is a result of year's marketing effort and lots of primises made by the company.So during the arrival the travel agency must fulfil all the premises.The arrival transfer service is the movement to fuifil the customer's expeditions and to prove that you and your organazation are the right choices they have made.A good impression made right at the start would put every one in the right mood.The better impression create trust,friendshipand develops higher involvement.Higher involvement results better service.Service is a process and right process start with right impression.Only right impression will motivate them to involve in tourism activities.
             To recive a guest and provide transfer are service section.correspondence department creates business but service is provided by operational department is known as operation.It is a service section so special attention is given for "image built-up".Among several operational jobs transfer are the most important job of an operational department.
             Clint arrive from a long flight will be tired,dehydrate and suffer from jet-lag.Arrival strange place,noisy,crowed and copmpeleting all the border formalities creates mental tiredness.Travelers face travel-fears.It is made of different types of fear factor such as fear of flying,fear of having wasted hard earning money,fear of foren culture,foren food,fear of getting sick etc.A tourist has left regular life,friends and environment of which one is use to.
           

cultural Difference

Tourism is the result of movement of non residental people.The people from outside and who involve in tourism activities are known as tourists.The tourist are the outsiders.They are from different country,region and they practise different culture and tradiation.So,tourism can be defined as "cultural interaction".A man from one culture interacts with other culture.A man cannot be a tourist within his locality.Every country has its own culture,tradiation and every tourist has their own interes.So every tourist being their own culture with them.In tourism two or more than two cultures meet together.Tourism is a hospality industry and in this industry we are aspected to behave as per their liking and as per their style.So they must feel comfortable in host community also.
                Every country, region,ags has their own interest,liking and disliking.The basic of hospality /service industry is to know the customer's interest.The choice of interest,likinhg etc is determined by age, sex, culture and nationality.Children are interested to play and enjoy.Young generation are budgeted and like to be   more informal.Mostly theey take part in adventure activities.The older generation are disciplined and like to be more formal.
                 Choice of food and eating pattern different as per nationality.For example nepali people like to have  a rice by using hands,some use spoon and other use chopsticks.Indian nationals mostly try to have their own food.American and europian wants to have a choice of meals.Japanees prefere to have their own food and nepalie enjoy dal,bhat and tarkari.A german want to eat in open restaurent but japaneeas want to be indoors.American order their food individually.Germans do not mind sharing in group and japanese want to have order in group.British nationals are verv formal and deplomatic whereas it is not so important among americans and not at all among the italian,spanish and south south americans.   

communication skill

                               Communication is to inform,to make other people understood,to convey the message,Basic objectives of consumer's communication is to motivate them to buy or use the service.Here one thing must kept in mind that"knowleldge is heaven and ignorance is hell".But raw information is boring.Every communication needs to support customer's knowledge and enhance their pleasure.better communication motivates travelers to involve in reciving sservice.As tourism is related with pleasure the communication should be focused on gaining trust and providing pleasure.
               Communication involves different processes.The very step of communication is planning.A saleperson should know what and how information are going to be provided and to whome.A good communication starts before opening mouth.Good preoeration eliminates fear.Some special tools like picture s,posters,figures and facts will support communication.Better preperation results better communication.
            The second step of communication is to motivate the customer to listen.For this one must be capable to win the customer's trust.The personality,knowledge,langwage etc help to win the trust.People like to listen a familier subject.Motivation should be started with finding out of customrs interest.Finding out of customers age,sex,nationality,interest.their budget or purchasing capacity,and how much they know about the product and about the company should be the starting point.Delivery message when they are ready to recive.

Public Relation

Public relation is the art and science of planning and implementing communication to create positive image of product or organazation.It is a continuous and consistent representation of organazation to the public.It is very important in tourism because image of the organazation/destination represents the quality of the service is provides.The aim of PR is to achive and maintain an organisation's positive image in the eye of the public.It promotes favorable attitudes and options towards an organazation's objective.Public is creating two way communication.
              PR is a communication effort to create best possible reputation.To influnce public options about the tourist organazation and about the tourist product is the primary objectives of the puplic relation in tourism.Favorable acceptance of any tourist destination by the public is of utmost importance.Travel agency or destination promotes creat suitable environment by the help of PR.This is the most common method adoped by government and NTO.The importannce PR is explained in term of PR being nail and advertising being hammer.So one must support the others.Advertising promotes products whereas PR is focused on organazation and staff image.Intangible nature of service and role of trust and credibility in tourism business increase the importance of PR.

Advertising

Advertising is non-personal communication of sales message.It is delivert through paid media for the purpose of influncing the actual or potential customers.It may be described as a paid public message designed to describe or praise a product,service or organization.It is carried out to sell a product or service or highlight the image of the organization.It spread the importance of the product,brand loyality,and creats trust among the consumers and influnces their judgment in favour of the particular product."Advertising is the form of impersonal'one-way mass communication paid for by the sponsor"It is defined as "any paid from of non-personal presentation and promotion of an idea,goods or services by an identified sponsor.According to the american marketing Association "Advertising is any paid form of non-personal presentation of goods,services or ideas for action,openly paid for by an identified sponsor"From this discussion we may conclude that;
-Advertising involves costs and the cost are paid by the sponsor to the media.
-Advertising has a message.It carries a verbal,symbolic and/or visual message.
-Advertising is non personal.It is one way communication.Advertising aims to promote products.Products consist of goods,service, ideas,experience,personal image,place organization.
-Advertising has objectives.The objectives can be to inform,persuade,remind,reinforce and achive sales.

Promotional Mix

Promotion mix is a technique of managing promotion.It is a concept of mixing different pomotionl  tools and techinique to attain the promotional objectives.It is a management efficiency to mix different tools and techniques to atten the best results.All promotional activities falls into one of four categories.
1)Personal selling
2)Advertising
3)Public relation
4)Sales support and point of purchase communication
Tradiational companies have looked at this function saperately.A single communication technique or resource will rarely be the effective means of accomplishing a firm's promotional objectives.Instead a blend of various promotional tools must be used to reach the target.That combination is called the pronotional mix.It is the effective amount of funds,and managerial emphasis place upon to each promotional tools.The four major tools that make up promotional mix are;-Advertising promotional selling,sale support and publis relations.Each tourism organization need to develop and manage its own promotional mix.The company must divided the total promotional budget among the major promotional tools and carefully a coordinated into a promotional mix.

Concept of promotion in Tourism

               Only having tourism potentials or low price is not enough.People"there"should know about them.It is true in every tourism buyer and service are located in different locations.It is necessary to inform them makes them aware and created desire to travel.Systematic and effective communication is essential to motivate them to traval.Promotion in tourism is to build ameaningful communnicationto bring between service agency and actual or potential customers.It fulfils the gap between tourism potentional and potential customers.Nobody want to travel in unknown places.Promotion inform,creat awarness and trust among the travelling.Creating trust is the biggest challenges in tourism.Promotion in tourism is joint effort of government,NTO,business organazation and local to attract,motivate,create desire to travel so that they leave their routin work and involve in tourism activities.It is a meaning ful communication campigam organized in tourism market.
             Tourism is person from "there"who doesnot belongs to"here"so they are not familiar with locationculture,history,geography but is alays eager to know,feel,realize,enjoy participate.Promotion in travellers aware of fact to provide knowledge,to motivate them to involve in tourism to teach them to enjoy.

Hotel Rates

 The word hotel originated from the word"hostel"and the word hostel originated from the word"host".It shows that hotel is the service organization.Theyprovide accomodation service.They are the business organization operated to provide accomodation and relax.According to word tourism orgarnzation "UNWTO"tourist accomodation is use to denote the facilities operated for short term accomodation of guset ahainst payment and according to fix rates
 Hotel fix the prices for theservice they provided.The price depend upon their classes of service and standard of service
 Basis of chsrging hotel rates
 In different countries and in different hotels room are charged on different basis.
       -12noon basis:under this system hotel room is charged on 12 noon as a check-out time.Late check -in or early check-out is ignored.
    -24hour basis:under this system room occoupy time starts from the time of check-in
    -Night basis:this system room rate is calculated on hour basis.They do not count night.

Printed Material

Printed promotional materials used in tourism are part of making communication.It is defined as,"any form of printed materials designed/planned to create awarness or stimulate demand,or facilitate their purchase,use and enjoyment.
The printed materials and the advertisement tools and sales supports are used at the same time.Tourism marketers need to prninted material as "facilitation"to buyers and sellers.The materials are published to describe the services and facialities.It explains about the destination and culture which helps customer to decidethe purchase of particular service,products and achive full benefit and enjoyment from using them.It explain all the information.Under this heading it covers all commercial publication such as directories,maps,guidebooks,and timetables,which are old through bookshops business house achive surplus by selling promotional materials such as sales of souvenirs like T-shirt,pen,maps,etc.Travel magazines are distributed free of cost but earns profit by printing ads of different business enterprises.
                                              Booking forms are also used as printed promotional materials.Many brochures contains booking forms to facialitaties purchasing.Some of these forms are stamped and partially filled to simplify the buying process.The information and their interest provide by the customer's help to creat a databased of customer profile.
                                              Tourism business depend on booking or desicision made away from the place of production,and the printed material supports at the point of purchase.It establishes expecatations of quality,value for product image and status.
             In-house printed materials are used to promote awarness and use of ancillary services.They are found in hotel rooms,at the entrance of national parks,museums and art galllery,entry and exit point of a country,etc informal desk.
             Carefully designed printed materials support staff to communicate with customers.It help to provide standarilized user-friendly message to all travellers in exactly the same way.

Needs Of Tourism Channel Member

  It is necessary to have channel members in tourism due to the "there and here"nature of tourism.Potential customers are 'there 'market is there and sold is "there"so finance will remain there but service is "here".Tourism marketing need to be done all over the world but service is provided at the point of contact -location.so it is not possible for many service agencies marketing campaign or it will be very expensive for them.No tourism organization by its own sale effort can cover the tourism marketing channel perform the following key function;-
1)Information;-They help to gather and provide information about the market trend,marketing research and intelligent.Their response represent the market trend and help to product planning and organization adjustment.They also distribute formal information.
2)Efficiency;-Distribution channel increase the sale efficiency.They provided information to the customer and to the producer on time,which is very important in tourism industry being intangible and nature of product being luxuries.
3)Promote and Push;-They promote the service at the market.It would have been impossible  to organization marketing campaign in a developed country by a small service agency.They push  the tourist from market to travel.They motivate,involve people to travel.
4)Matching;-They add different service and facilities to fit the buyers need service package,tour package will increase the quality of service and increase travel  experience.
5)Value addition;-Their involvement add value to the product.They add their service and delivery information at right place at right time.This adds"place utility"and "time utilize".

Tourism Channel Member

A decoding and selecting tourism channel member is a complex job due to its nature.Tangible producers decision is based on lot size,waiting time,convenience in selling(or convenince in purchasing for buyers),product variety etc.In this type of tangible industry channel members support the movement of produc from manufacturar to the final customer.The service producer channel decision is based on convenience to sale.Tourism channel member help the customer to buy the tourism service and they support customer's movement towards the service provider.
Tourism channel member are sets of interdependent,formal and informal organisations involved in the sales process and they help customer to consume the tourism product.
Many specialized channels are available in tourism industry.A manager must choose the intermediarise according to company objectives,policy,financial position,operational and product.Select channel member according to the role and function in tourism industry.

Importance Of Itinerary

1.   compound product:  A tourism product is not made of a single element but it is a compound product.It is made of 4 As-Accessibility,Accomodation,Attraction,and Amenities.Two or more than two tourism-elements are joined togther to form a tourism product.The joining of the elements is possible with the help of an itinerary.Only transport or  hotel room or attraction is not a tourism.The attraction was there since long time,transport was there,but therewas no tourism because there wasn't any mixed product.So we can say that moderm tourism is tourism is a result of itineraries.Without itineraries,there may be hotel,transport or attraction,but no tourism.

2.   Tangible:  The tourism product that we are selling is an intangible product.So,it cannot be seen or inspected by a costumer prior to purrchase or consumption.Those intangible products are converted into tangible,invisible into visible by the help of an itinerary as it contain all the information.Thus,tourism product produced by a travel agency is the itinerary.
  
3.  Sales kit:  As tourism produce is intangible,buying and selling of the tourism product is very difficult.In this situtation an itinerary is great of the salesman as it includes detailed information of the tour,timetable,specialfeaturs and event.It has mentioned the place to be visited,activities,place to stay,etc.An itinerary is a great help to the salesmen for costing purpose.It solves the probelm of sales bscause the product is intangible and immovable.

4.   Point of sales and point of service Delivery are in different places.Itinerary helps as an flow of information between two points.

5.  Ownership of the tourism product is non-transferable:A tourism product is intangible and its ownership is non-transferable.It doesmot give rights to the buyer to use it whenever he want to.The customer has bought the service of the hotel room for a purpose for a specific date and duration.Pre consumption,post consumptionor transfer of right to use the service is not allowed.This problem is solved by the use of the itinerary which mentiones what you have sold and who bought theservice,for which date,under whuch condition,andfor how long,etc. 

Types Of Pricing Poliecy

1)Single price policy;-One price is charged to all customer.The price is not variable according to quantity,season,purchasing power ,etc.This system is very simple to administration and to manage customer but this system ignores demand,costs,and competition.
2)Flexible price poliecy;-Various price are charged by various customers at different times by different names.
-On the basis of segment of customer ;-age, nationality.
-On the basis of location;-room at the ground floor or mountain facing.
-On the basis of time;-seasonal variation,last minute purchasing.
-On the basis of market;-rate differentiation according to purchasing power,and their desire or willingness to pay.For example high rate for japan and USA market.

Importance of Itinerary

1.   compound product:  A tourism product is not made of a single element but it is a compound product.It is made of 4 As-Accessibility,Accomodation,Attraction,and Amenities.Two or more than two tourism-elements are joined togther to form a tourism product.The joining of the elements is possible with the help of an itinerary.Only transport or  hotel room or attraction is not a tourism.The attraction was there since long time,transport was there,but therewas no tourism because there wasn't any mixed product.So we can say that moderm tourism is tourism is a result of itineraries.Without itineraries,there may be hotel,transport or attraction,but no tourism.

2.   Tangible:  The tourism product that we are selling is an intangible product.So,it cannot be seen or inspected by a costumer prior to purrchase or consumption.Those intangible products are converted into tangible,invisible into visible by the help of an itinerary as it contain all the information.Thus,tourism product produced by a travel agency is the itinerary.
  
3.  Sales kit:  As tourism produce is intangible,buying and selling of the tourism product is very difficult.In this situtation an itinerary is great of the salesman as it includes detailed information of the tour,timetable,specialfeaturs and event.It has mentioned the place to be visited,activities,place to stay,etc.An itinerary is a great help to the salesmen for costing purpose.It solves the probelm of sales bscause the product is intangible and immovable.

4.   Point of sales and point of service Delivery are in different places.Itinerary helps as an flow of information between two points.

5.  Ownership of the tourism product is non-transferable:A tourism product is intangible and its ownership is non-transferable.It doesmot give rights to the buyer to use it whenever he want to.The customer has bought the service of the hotel room for a purpose for a specific date and duration.Pre consumption,post consumptionor transfer of right to use the service is not allowed.This problem is solved by the use of the itinerary which mentiones what you have sold and who bought theservice,for which date,under whuch condition,andfor how long,etc. 

Itinerary;Tourism Product

 Itinery is a tour plan.It is related to the tour programmer,timetable and the information of the places to be visited.A programme includes only activities,whereas an itinerary includes date/day,time duration and points of interest between the destination,on the way to the destination,the special features of tour and happening at the destination etc.An itinerary is the combination of the different components of tourism to form a product ready of sale.so, it explain and shows how different components are join together.Travell was there since a long time but there was no tourism.Hotel were there,transport or movement of people were there but there was no tourism because there was not joint or co-ordinate effort.By the introduction of the travell agency,there came the concept of tourism.When there developed the joint effort then there came the concept of tourism.travell agencies produce the tourism product,that is to product the itinerary.Now the tour is sold as a single product.Tour is defined as the sum of the activities related to travel and stay and itinerary joins that travel and stay together to form product.Itineraary is the commodification of tour.

Tourism Pricing

                   


                                              Toorism Pricing
  
Price                                                                                                                                          All organization either profit organization or non profit organization must be able to sales their offer.An orgsnization survive only if their offer is accepted by people.sales is the delivery oe organization's offer to the receiver.An organization offers products or service to exchange to survive.Nothing happens until a sales is made.Non profit organization exchange for service but profit oriented organization offer exchange for income.It is only sales which generates income to the business orgsnization.The value fixed for exchange is price.                                                                              
        Price is the value of goods and service.According to kotler,"price is the amount of money charged for a goods and services.More boardly,price is the sum of the valueshaving or using the product service."  Price maens cost to the costumer.It includestheir sacrifice,effort or money.Acceptance of the exchange values is purchase.Purchase is the acceptance of the offering by the costumer.Purchase is the transfer of ownership.On the otherhand price is the source of revenue,attainment of the objective to the seller.Sales is the ultimate source of profit,life-blood which finallycirculate into different department of organization.Price determines the profit and loss.A pricing mistake can lead to a business failure,even when all other elements of the business are sound.
Prise can be anything withperceived value not just money.Price has various names and meanings:
Interest -                 Paid for the use of money such as bank charge
Traiff    -                 price paid to receive service such as import traiff,hotel traiff,air It is also
                                related to government tax.
Rent       -                 paid for the use of the facility,equipment such as house rent furtinure rent land and building etc
Commission  -          price discount paid for service such as sales commission broker's commission.etc.
Fare              -           cost of transportation such as airfare,railfare bus fare etc.
wages and salary -   paid for service of workers
Taxes                   -    price paid for priviliege such as income tax import tax
Fee                      -     paid for the service of professional as tution fee,consultancy fee,etc.