This unit describes the performance outcomes, skills and knowledge required to proactively sell tourism, travel, hospitality or event products. It requires the ability to identify specific customer needs, suggest a range of products to meet those needs, provide current and accurate product information and close the sale. The unit only covers sales skills and not related product and destination knowledge which is covered in other units.

Unit details

Study level:
Vocational and further education (TAFE)
Unit code:


Assessment tasks will be designed to reinforce and extend knowledge and skill competence within set and controlled parameters in accordance with each unit's learning outcomes and performance criteria requirements, including the setting of work based practical application tasks designed to provide evidence of competence outcomes, within periodic and scheduled timelines. Students will be expected to demonstrate the following required skills: - proactively sell international and domestic destination products from the list in the knowledge evidence to meet the requirements of at least three different customers; - demonstrate the following skills during each of the above customer service interactions: communication with customers to correctly interpret their requirements; use of different sales techniques in response to different customer types; integration of product knowledge into the sales process, and; - complete sales within commercial time constraints and deadlines determined by the customer or the organisation.Students will also be expected to demonstrate the following knowledge: - types of international and domestic destination products; - sales techniques; - ethical and legal commitments relating to the sale of tourism products; - those dealing with Australian-based customers, the general characteristics of the main social and cultural groups in Australian society and the key aspects of their cultural and religious protocols and preferences for tourism products; - those working in inbound tourism, the general characteristics of the main inbound tourist markets and the key aspects of their cultural and religious protocols and preferences for Australian tourism products; - regarding the specific industry sector and organisation; - inbound tour operators and guides selling and delivering Queensland-based products; - where travel insurance is a product, and; - formats and inclusions used to present information to customers and, styles that cater for those with special needs.

Where to next?

As part of a course

This unit is studied as part of the following courses. Refer to the course page for information on how to apply for the course.

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