This Trade marketing and Sales course outlines the potential benefits of working with trusted international partners such as tour operators and travel agents, versus marketing to the end consumer.
This course engages participants in exploring the different distribution channels available to operators and provides a range of practical techniques to increase sales and develop successful partnerships. It then explains the key marketing principles and details specific tactics and tools which can be used to build solid partnerships with leading international partners.
Course Curriculum
Introduction
Available in
days
days
after you get the pass
Identifying Your Potential Trade Partners
Available in
days
days
after you get the pass
Building Relationships with Trade Partners
Available in
days
days
after you get the pass
- Where to Find and Meet Trade Partners
- Stages of Selling & Stage 1: Preparation (10:07)
- Stage 2: Introduction in Person and Online (4:21)
- Stage 3: Questioning and Present & Pitch (4:21)
- Stage 4: Overcoming Objections (5:39)
- Stage 5: Call to Action and Contracts (16:09)
- Conclusions: Managing and Growing the Relationship (13:07)
- Feedback
What you will learn in this course
- Routes to market, the variety of possible sales and marketing partnerships, and benefits of working with trade partners.
- Who do you want to work with? Choosing trade partners.
- Where to find partners including trade shows, online groups and professional networks.
- Standing out in the eyes of trade partners; how to prepare and research potential prospects.
- How to build effective trade relationships: basic selling skills in the context of Adventure Travel.
- Managing partnerships, including contracts, liabilities, securing repeat business, and upselling.
Exercises in This Course
- Preparing Your Pitch
- Presenting and Pitching
- Handling Objections
- Closing the Deal