For more information about these standards, certification and other training products, please contact the:

Saskatchewan Tourism Education Council
(Division of Tourism Saskatchewan)
321 - 4th Avenue
SASKATOON SK S7K 2L9
www.stec.com

Phone: 1-800-331-1529
(306) 933-5900
Fax: (306) 933-6250

---

1. Be Professional

• be professional
  

---

B. Communication

1. Use Communication Skills

• define effective communication
• outline benefits of effective communication
• outline components of non-verbal communication
• use effective listening skills
• use effective speaking skills
• describe question types
• use effective writing skills
  

2. Use Telephone Skills

• describe importance of effective telephone skills
• use effective telephone skills
  

3. Use Meeting Skills

• organize meeting
• outline requirements of formal meeting
• outline order of formal meeting
  

---

C. Selling Skills

1. Define Selling Terms

• define selling terms
  

2. Develop Client Files

• list sources for developing prospect lists and sales leads
• develop profile of potential clients
• maintain client files
  

3. Qualify Client

• explain importance of qualifying client
• qualify client
  

4. Conduct Sales Activities

• identify sales tools
• identify sales activities
• identify buyer personality types
• respond to buyer personality types
• follow guidelines for sales calls
• participate in trade shows
• network with contacts
• conduct familiarization trip
• conduct site visit
• evaluate familiarization trips and site visits
• conduct sales blitz
• follow guidelines for direct mailing
  

5.Make Sales Presentations

• outline presentation types
• make sales presentations
  

6. Handle Excuses and Objections

• describe difference between objection and excuse
• describe common client objections
• identify benefits of client objections
• follow procedure for overcoming objections
• overcome client excuses
  

7. Close Sale

• identify importance of closing sale
• identify buying signals
• close sale
  

8. Use follow-up and Confirmation Skills

• confirm and follow up sale
• follow up after product of service delivery
  

---

D. Product and Knowledge

1. Comply with Legislation

• comply with legislation
  

2. Prepare for Sales

• develop knowledge of own company
• provide client information package
• cross-sell facitlites and services
• compare company to competition
  

3. Have Industry Knowledge

• define food and beverage terms
• define room set-up terms
• deffine function terms
• define accomodation terms
• define transportation terms
• define general terms
• identif industry axxodiations
• identify service standard rating systems
  

4. Promote Tourism Industry

• define tourism
• describe eight sectors of tourism
• outline benefits of promoting tourism
• promote tourism
  

---

E. Market Planning

1.Define Marketing Terms

• define marketing terms
  

2. Describe Market Research

• identify possible market segments
• outline areas of research for existing and potential target markets
• list marketing research sources
  

3. Implement Marketing Plan

• define components of marketing plan
• participate in preparation of marketing plan
• fulfil role in following marketing plan
  

---

F. Human Relations

1.Maintain Positive Staff Relations

• be a team player
• follow guideline for interdepartmental communication
  

2. Maintain Positive Public Relations

• attend to VIPs
• maintain good working relationships with competitors
  

---

Back to Profile List