Advantage agents face skills scrutiny
Leisure and business agents will have their selling skills picked apart during a month-long project between Advantage Travel Centres and PricewaterhouseCoopers.
The management consultants will scrutinise the selling tactics from point of contact through to a sale in a bid to pinpoint the most important factors for successful selling.
Agents will record details of the sale on a web-based, time-recorded system which will be analysed by Pricewaterhouse to provide a detailed overview of the strengths and weaknesses of the agency. The results will also highlight sales conversion rates, the value of sales and the time taken in each step of the booking process. Members will also be able to analyse the mix of products being sold.
Advantage sales and marketing director Colin O’Neill said: “This is a great opportunity for Advantage agents to see where strengths and any weaknesses may lie. The way in which the results are collated at the end of the initiative highlight exactly what the agency can do to increase their sales performance.”
The consortium will unveil the findings to all participating members at the end of the four-week project and invite them to attend a selling skills course during December.
Report by Steve Jones
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