Selling Travel 101: Taking Apart a Tour Package
by John Hawks

The month of January brings snow to many parts of the country, along with credit card bills from the year-end holidays and a flood of New Years resolutions that sometimes fall by the wayside before February arrives.

In the average home-based travel agency, January also brings lots of big envelopes from your mailman: the year's new brochures and marketing pieces from tour companies all around the world!

Many travel agents sell tours the tried-and-true way. Your clients want to go to Africa, so you pull out your files and brochures for your favorite tour companies that offer Africa packages. You sort possible trips by date and price, and you give the clients a range of trips from which to choose their vacation.

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