Travel agency marketing is an important branch of the whole marketing system. When a new travel agency route is launched, it is often checked in the semester before the process. According to the realistic environment of its campsite at the moment, travel agency marketing communicates with travel agencies through market research in the early stage of the process, invites important travel agencies to visit, completes the preliminary work, and lays the foundation for future cooperation. Travel agencies, tourist hotels and tourist transportation are called the three pillars of tourism, and the sales representatives of travel agencies play a very important role in the marketing of travel agencies. The work plan is as follows:

1. recruitment channels for sales representatives:

Through the process of cooperation with colleges and universities, students majoring in tourism in colleges and universities are designated to practice, and through the process training, they become 1 qualified sales representatives, and the outstanding ones are promoted to account managers. Recruitment is carried out through the process of talent market and collection. (Universities: Yangzhou Vocational College Tourism Management Department, zhenjiang college Tourism Department, Zhenjiang Tourism School)

Second, the post overview:

Strive to share market research, distribution and sales in the region, grasp market trends, and complete regional distribution and sales targets.

Third, the intrinsic nature of the work:

The first stage:

1. Participate in the training for new employees of the company, and learn, recognize and master the inner essence of the employee handbook, company culture and products; (such as: employee handbook, etiquette essence training, physiological mentality training, company profile, scenic spot knowledge)

2, part of the training, understand, understand, master business knowledge, marketing channels, marketing methods, market research methods, improve the development and implementation ability; (such as understanding the products of travel agencies, the operation process of tourist routes, and the planning and adjustment of travel agencies, etc.). )

The second stage:

1. According to the market target, refine the internal substantive significance of the investigation and study of travel agencies in the area under its jurisdiction, determine the visit plan, and make a survey and study form and visit diary;

2. Make great efforts to visit, contact and negotiate with travel agencies and various customers in the area under their jurisdiction to determine the target travel agencies and customers;

3. Invite important travel agencies and target customers for sightseeing, determine the mode of cooperation and establish good cooperative relations;

Fourth, understand the market dynamics in actual operation;

The third stage:

1. Grasp the market dynamics and the environment of cooperative travel agencies and customers, and promptly submit written complaints to superiors;

2. Carefully record tourists' diaries, understand the recent travel agency route recommendation environment, travel agency reception environment, travel agency advertising online environment and special requirements of travel agencies, understand the theory and requirements of customers on the company, and report the relevant environment to the next higher level in time;

3. Try to understand the market information in the area under its jurisdiction, actively seek and find potential customers, and timely rectify and report to the company so that the company can control and mediate the market in this area;

Fourth, try to contact and receive important teams and big teams;

5. Pay a return visit to customers in time to understand the reception quality of the company and feed back the questions that need to be answered by others to the company;

6. Actively participate in the training of some companies and associations to continuously improve their business skills;

7. Establish archives of cooperative travel agencies;

8. Strive to do a good job in advertising tracking in the area under its jurisdiction;

9. Strive to do a good job in policy mediation and information transmission of major activities of the company;

Ten, efforts to collect the arrears of regional cooperation customers;

XI。 Submit last week's work summary and next week's work plan to the marketing director of the travel agency for approval before going to work every Sunday;

Four. Main business areas and auxiliary business areas:

China's densely populated provinces are: Henan, Shandong, Sichuan, Guangdong, Jiangsu, Hebei, Hunan, Anhui, Hubei and Beijing. The richest provinces in China are mainly Guangdong, Zhejiang, Jiangsu, coastal and riverside provinces. So the key business areas are: East China, North China, Central China, South China, Taiwan, Hong Kong and Macao. Auxiliary business areas are: southwest, northwest and northeast.

Verb (abbreviation for verb) Recruitment time and arrangement:

The first stage (10 people)

(1) and 2 in Central China (Hubei, Hunan, Henan and Jiangxi).

(2) North China (Beijing, Tianjin, Hebei, Shanxi, Inner Mongolia Autonomous Region) 2

(3) South China (Guangdong, Guangxi and Hainan), Taiwan Province, Hong Kong and Macao (Taiwan Province, Hong Kong and Macao) 2.

(4) Four in East China (Shandong, Jiangsu, Anhui, Zhejiang, Fujian and Shanghai)

The second stage (65438 sales representatives +09 people +6 account managers)

(1) and 2 in Central China (Hubei, Hunan, Henan and Jiangxi).

(2), North China (Beijing, Tianjin, Hebei, Shanxi, Inner Mongolia Autonomous Region) 3

(3) South China (Guangdong, Guangxi and Hainan), Taiwan Province, Hong Kong and Macao (Taiwan Province, Hong Kong and Macao) 4.

(4) East China (Shandong, Jiangsu, Anhui, Zhejiang, Fujian, Shanghai) 6.

(5), northwest (Ningxia, Xinjiang, Qinghai, Shaanxi, Gansu), southwest (including Sichuan, Yunnan, Guizhou, Tibet, Chongqing) 2.

(6) Northeast China (Liaoning, Jilin, Heilongjiang) 2

Note: The client company is trying to promote the sales representatives who performed well in the first stage.

Attached table 1: the intrinsic significance of travel agency market research.

Travel Agency Market Research Table Investigation and Research on the Internal Essential Name of Travel Agency: Contact Person and Work Contact Phone (Mobile Phone) Specification Annual Reception of Major Tourists and Major Products Company Address Information Channel Information Feedback Cooperation Intention Investigation Researcher: Supervisor: Date: Appendix 2: Visit Planning (Jiangsu, Shanghai, Anhui, Shandong, Zhejiang, Jiangxi, Fujian Travel Agency)

The first stage: East China as the main body, from Yangzhou, Zhenjiang, Nanjing, Changzhou, Taizhou, Nantong, Wuxi, Suzhou, Shanghai and other 300-kilometer cities, gradually develop according to the principle of combining far and near.

For example, major research travel agencies in Yangzhou: 1 Zhenjiang Shenzhou Travel Agency 051-8508322 No.265 Jiefang Road, Zhenjiang City Zhou 2 Zhenjiang Times International Travel Agency 05 1 1-84407839 Wang Shuju No.4 Zhenjiang Road 3 Zhenjiang Shenzhou International Travel Agency 0566. -8524 1487 yanliangke Zhenjiang hotel, Zhongshan road, Zhenjiang city 4 Zhenjiang universal travel agency 0511-850127/0/7 Zhenjiang friendly travel agency 05 165438-85287099. No.0 6 Zhenjiang Changjiang Travel Agency 0511-85317691Rong Jianjun Zhenjiang Changjiang Road Port Authority 8 Zhenjiang Staff Travel Agency 05 1 1-84406776 Cheng Zhihui No.5 Zhenjiang Huancheng Road 9 Zhenjiang Garden Travel Agency 05/. 38+0 1 Xu Ying 1 Lou 10 Zhenjiang Shenzhou Youth Travel Service 051kloc-0/-85229830 No.65438 Zhenjiang Road +08 Luo Phase II: Expand key business areas, including East China, North China, Central China and South China.

The third stage: after the key business areas are booming, visit the auxiliary business areas (southwest, northwest and northeast) to find cooperation points and form cooperation!

Attachment 3: Visiting Diary Visiting Diary

Customer name:

Visiting time: 20 10.

There is no limit to the number of words. Please record the visiting time, the visiting person, the visiting process, the questions that need to be answered by others during the visiting process, and the customer's theories and suggestions. Remarks: After each visit, hand in the visit diary in time. If you can't hand it in in time, please arrange it in chronological order before handing it in!

Partial training:

First, understand, recognize and master the business knowledge of enterprises and the main products operated by enterprises;

Second, get to know each other, understand and master the distribution structure;

Third, market research training; (Definition and workflow of market research)

Fourth, through the explanation and explanation process of some cases, let marketers master the methods and skills of distribution and cultivate their unremitting marketing energy; (Case: Anhui Enlong Marketing Pioneer-Xiang Nianhong)

5. Understand, know and master the products of travel agencies. The products of travel agencies integrate the six major elements of tourism (food, shelter, transportation, travel, shopping and entertainment), and add the quality service of tour guides. This is the flagship product of the travel agency, so you can know the general route of the travel agency (such as three-day tour in Ningzhenyang and two-day tour in Zhenyang), so that you can have a matching language when visiting and communicating with travel agency customers;

6. Understand, recognize and master the operation process of tourist routes and the role of travel agency planning in the operation process, so that sales staff can know who to go to and who to look for to protect the campsite. Travel agency planning plays a very important role in the whole tour route, mainly including the reservation of tourist buses, the contact of tourist attractions, the arrangement of tourist accommodation, the arrangement of tourist catering, and the theoretical inquiry and visit of guests after the team ends. )