Department: Business Studies

Discipline: Hospitality/Tourism

Subject Code: HTMTCourse #: 202

Course Title: Principles of Travel Selling

HARRISBURG AREA COMMUNITY COLLEGE

FORM 335

Course Form 335 must be updated at least every five years per AP 765 to include, at a minimum, the following elements. [§335.2]

1.Digital Description [§335.2] (Insert the new/revised digital description below):

Credit hours:3.0

Lecture hours: 3.0

Lab hours:0.0

Approved Online/Blended Face-to-Face Instruction Ratios:

[__] 25/75% [__] 33/67% [__] 50/50% [__] 67/33% [__] 75/25%

(Note: The first number indicates the percentage of online instruction. The second number indicates the percentage of in-class instruction.)

2.Maximum Enrollment (Insert new/revised maximum enrollments below):

In-Class Instruction: 20

Lab Instruction:

(It is assumed that maximum enrollments for blended courses are the same as those identified for In-Class instruction. Maximum enrollments for VirtualLearning courses are to be 75% of In-Class instruction, as per the SGP on Maximum Class Size):

3.Catalog Description [§335.2] (Insert the new/revised description in space below):

Discusses and demonstrates successful techniques for selling travel products to business and pleasure travelers. This course focuses on techniques for selling air, hotel, car rental, rail, cruise, tour, and other travel-related products.

Minimum Grade Required

4.Prerequisites [§335.2]: None

Corequisites:None

Other:

5.Learning Outcomes [§335.2]

[These outcomes are necessary to enable students to attain the essential

knowledge and skills embodied in the program’s educational objectives.]

Upon successfully completing this course, the student will be able to:

  • Discuss the importance of selling skills
  • Recognize the various reasons for travel; subdivide the pleasure travel in to more specific categories
  • Demonstratethe selling technique for corporate (business/commercial) travel sale
  • Demonstrate the selling technique for leisure travel – destinations
  • Demonstrate the selling technique for leisure travel – cruising
  • Recognize the major travel products
  • Discuss how advances in technology affect travel
  • Discuss the difference between active and passive travelers
  • Define selling and list several general selling techniques
  • Identify and describe types of customers, based on personalities
  • Discuss the responsibilitiesthat travel agents have to clients and to the agency
  • Demonstrate telephone sales technique
  • Demonstrate travel sales techniques in making the initial attempt to close the sale
  • Describe the general information required for all bookings
  • Identify the information required to sell air, hotels, car rentals, tours, cruises, and other travel products.
  • Describe the rules that govern domestic and international airline companies
  • Identify the anatomy of a cruise ship
  • Explain the geography of cruising
  • Demonstrate selling cruises to groups and incentives
  • Apply the techniques for selling with technology: telephones, the web, and other tools

6.Planned Sequence of Instruction [§335.2]

[These must be designed to help students achieve the learning outcomes.]
Part I

Corporate/Commercial Travel Sales

Working in a corporate Travel agency

Utilizing Automation for Corporate/commercial travel

Understanding the needs of the Corporate/commercial traveler

Common services offered to corporate/commercial account

Providing specialized service to corporate/commercial account

Operating a corporate/commercial travel department

On being a corporate/commercial travel agent

Part II

Travel and travel related services sale

Sales and service in the industry

Understanding the travel buyer

Understanding the travel product

Selling with technology

Strategic sales and marketing the travel products

Travel selling and professional standards

Building sales and marketing skills for the future

Part III

Cruise sales

Understanding the operations of cruise only travel agencies

Cruise packages

The geography of cruising

Profile of the cruise lines

The cruise sales process

Opening the cruise sales

Qualifying the cruise client

Using the cruise brochure as sales tool

Cruise marketing and selling to groups and incentives

7.Assessment of Student Learning [§335.44]

[Methods of assessment should be appropriate for Learning Outcomes listed above.]

Assessment of student learning outcomes for the course, as required by the Shared Governance Policy – Assessing Institutional Effectiveness, is part of regular curriculum maintenance and/or improvement. The specific plan has been determined by the pertinent faculty involved and is maintained in the College’s assessment management system.

8.List of Texts, References, Selected Library Resources or other Learning Materials (code each item based on instructional use) [§335.2]: C-Lecture/Laboratory, A-Lecture, B-Laboratory, LC-Lecture/Clinical, CLN-Clinical, I-Online, BL-Blended, D-Independent Study, P-Private Lessons, E-Internship, F-Cooperative Work-Study, FE-Field Experience. [These resources must be easily accessible to students.]

-Schwartz, Roberta & Debra MacNeil. Travel Sales and Customer Service, ISBN: 0-931202-24 or Latest Edition

-Mancini, Marc. The CLIA Guide to the Cruise Industry, Delmar/Cengage, ISBN: 978-1111-13089-3 or Latest Edition

NAME AND SIGNATURE / DATE
1. Discipline Faculty Proponent: Getachew Kassahun / 9/24/14
2. Curriculum Manager & College Catalog Editor: Erika Steenland / 10/17/14
3. Department Chairperson (Discipline Approval): Michelle E. Myers / 10/22/14

This course meets all reimbursement requirements of Chapter 335, subchapters A/B.

This course was developed, approved, and offered in accordance with the policies, standards, guidelines, and practices established by the College. It is consistent with the College’s mission.

If the course described here is a transfer course, it is comparable to similar courses generally accepted for transfer accredited four-year colleges and universities.

NAME AND SIGNATURE / DATE
4. Associate Provost: Kathleen T. Doherty / 10/29/14
5. Provost & VP, Academic Affairs: Cynthia Doherty, Ph.D. / 10/31/14

9.Original Date of course approval by the college: 201620

10.Date(s) of subsequent reviews [Indicate change: Learning Outcomes; textbook(s)]:

9/25/14: Proposed New Course/Converting From TOUR 102

05/20/15 – Added new blended ratio format - nb

12/1/04

Form Template Reviewed & Updated: 10/26/07; 1/11/08; 1/16/09; 7/14/09; 7/31/12; 7/30/13; 8/26/13; 1/31/14; 8/18/14