Described sales and corporate travel services

Every business / business account has three key people that every corporate travel seller should consider: the traveler, the travel planner, and the decision maker. These three corporate individuals have different priorities that can conflict with each other. It is up to the travel agency and individual agent to balance these various priorities when selling and servicing accounts. Tourism and travel


Decision maker: Who makes the decision to choose an agency and decides whether to do the same or hopefully exceed the agency’s service expectations? The agency owner or sales manager should know this person and should call the decision maker regularly to make sure the business is satisfied with the agency’s performance.


Decision-making priorities for business accounts are:


  1. Price: Buying trips with the lowest cost is a top priority.
  2. Information: decision makers want to periodically verify the fact that the agency is buying travel at the lowest possible cost.
  3. Quality – Make sure the agency understands the desire to consider quality travel at all times.

Tour Operators – Most corporate / business travelers do not work with agencies directly to book airline tickets and hotel / car reservations. This important task is the responsibility of the company’s travel organizer (usually the travel management assistant).

Travel organizers also have three priorities, but they differ in the priorities of decision makers and travelers:

  1. Responsive: The most effective agents are those who do not respond when called by a customer, but provide-service with a smile-directly.
  2. Comfort and knowledge: travel organizers want the tranquility of the agency. And they want to stay on top of industry trends and events.
  3. Total support: when the tension falls from the traveler to the trip organizer, the organizer wants to be sure that the agent will cover them.

Tourists: People who travel also have three priorities:

  1. Availability – Agents are ready to meet all your needs (even if they call a few hours before flight time and need to board more flights).
  2. Familiarity: expect agents to remember details; just reserve a chair in the hallway, to sit on a queen size bed, etc.
  3. Solution: If there is an emergency because the hotel is full of people, they need to quickly contact the agent to solve the problem, then 800 #, 24/7.

Additionally, there are two steps you need to take before targeting your corporate travel account:

  1. A) Market definition: It is very important that you target your sales business by defining your market first.

– Be realistic about your agency’s capabilities in relation to the size of the account.

– Your size, number of locations, and chain or consortium affiliates play an important role in judging your sales territory. –

– Target corporate accounts that target goals that make sense for your business.

– Your goal should be the following: full services and then online (automatic booking).

– Credit cards are the preferred form of payment.

  1. B) Product definition: present your product indicating various service options and how each one benefits the company’s customers.

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