What is the future of sales executives in the travel industry

Paper

Cassidy, Frances. 2001. "What is the future of sales executives in the travel industry." Pforr, Christof and Janeczko, Ben (ed.) 11th Annual Council for Australasian Tourism and Hospitality Education Conference (CAUTHE 2001). Canberra, Austalia 07 - 10 Feb 2001 Canberra, Australia.
Paper/Presentation Title

What is the future of sales executives in the travel industry

Presentation TypePaper
Authors
AuthorCassidy, Frances
EditorsPforr, Christof and Janeczko, Ben
Journal or Proceedings TitleProceedings of the 11th Annual Council for Australasian University Tourism and Hospitality Education Conference (CAUTHE 2001)
Number of Pages1
Year2001
Place of PublicationCanberra, Australia
ISBN9780858898325
Conference/Event11th Annual Council for Australasian Tourism and Hospitality Education Conference (CAUTHE 2001)
Event Details
11th Annual Council for Australasian Tourism and Hospitality Education Conference (CAUTHE 2001)
Parent
Annual Council for Australasian Tourism and Hospitality Education (CAUTHE) Conference
Delivery
In person
Event Date
07 to end of 10 Feb 2001
Event Location
Canberra, Austalia
Abstract

In the travel industry, sales executives are often used as the main source of disseminating information and assisting the retail travel agent. The suppliers or principals within the travel industry, have, in recent years, become very particular as to which agencies they allow their sales executives to call. Significantly, some suppliers are now taking the view that if they are not supported through sales, they will not support firms through sales calls. To this end, some suppliers are choosing to simply refuse to distribute brochures to retail agencies that do not sell their products. The impact of these changes in the modus operandi of major suppliers for sales executives has, in more recent times, been further exacerbated by the advent of new technologies, evolving modes of packaging of travel products and changing information distribution channels. As such, the career prospects of sales executives in the travel industry has become highly unstable.

The aim of the research, then, was to investigate the viability of the sales executive 'on the road' when there are, today, alternative means available of disseminating information and assisting retail travel agents. Specific research objectives were to identify the areas where electronic communication may be used or is preferred by the retail travel agents, identify the area/agencies which prefer sales executives to call on them as opposed to receiving information via electronic means, and to identify the required role of the sales executive within the retail travel field.

Whilst the presentation will focus on the specific findings of the research proper it will, importantly, also seek to identify the importance of the research to the travel industry. As such, some discussion of how the travel suppliers might relate more effectively to the retail travel industry needs is paramount. The presentationwill also offer insight into how travel suppliers might build a better working relationship with retail travel agents.

Keywordsretail travel agents; sales executives; travel industry
ANZSRC Field of Research 2020380116. Tourism economics
470108. Organisational, interpersonal and intercultural communication
350804. Tourism marketing
Byline AffiliationsUniversity of Queensland
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