Every year, the annual training of tour guides is arranged in the busiest April. Old birds like us have no time to consume oil. As usual, they don't pay people, and the tourism bureau is also very persistent. If you have to explain, hand in a 2000-word paper. Put together what you originally wrote, add some words, and make an assignment. Although there is a lot of water, it is at least original. Reflections on the professional development of full-time tour guides in Wuhan: most people engage in tour guides because they don't know enough about the business division of travel agencies, thinking that it's all about tour guides. In addition, because I am young and energetic, I want to enjoy the great rivers and mountains of my motherland while working. Therefore, in Wuhan, a big group market, most people travel all over the country as full escorts. In the early twenties, domestic tourists didn't have high requirements for tour guides, and the whole escort played the role of full-time nanny. It is impossible for a full-time escort to explain all the scenic spots in the country. These are mainly things that local chaperones do. At the same time, although the country has a primary level tour guide rating in the high school stage, the proportion of them who can be rated at the intermediate level is very small, and even fewer people take tour groups after the intermediate level. The level of tour guides is not linked to the income of tour guides in travel agencies. In most cases, it is only 50 yuan a day, so after working for three or four years, they are faced with the problem of changing jobs because of their age. If you consider continuing to develop in the travel agency industry, there are only two directions, planning or sales. Here, we combine life development and career planning to see the trade-offs between these two directions. Tour guides in this period have valuable route experience. However, many people, because of the lack of systematic sales training and hope to have a relatively stable job, will choose to send this job. The dispatched post can be further subdivided into two links: procurement and supply. Procurement is centralized, mainly at the supplier level, and supply is the implementation of specific product details. Arrange supply work according to demand. Designate a special person to contact the supplier in Central China for implementation. On the other hand, if there is a small quantity of medium and long-term stocks, it will be handed over to several tourism consultants with corresponding tourism experience for daily maintenance, and the order taker will directly contact the supplier for implementation. In this way, in a mature travel agency supply system, the workload of a dispatcher can often meet the outreach of more than a dozen salespeople and tour guides. The demand for dispatcher positions is very limited, and it is highly repetitive work. After a long time, it is easy to get job burnout in the industry. It is a closed career development, and the space will become smaller and smaller. Another way out is to do sales, which is a more reasonable direction of transformation. Tour guide and outreach are two representatives of dumbbell-shaped business system of travel agency. The classification of tour guides has not been implemented, but outreach sales are different. Whether it is an extensive performance hero or a more detailed all-round performance management, salespeople have a great position and career development space in the company. Experience and knowledge, on paper, are superficial after all, and I never knew that this matter should be put into practice. The training cost of tourism sales is very high, because it is an intangible tourism experience, and it is impossible to recite several data like selling tangible products. The process of being a tour guide is actually the process of laying a good foundation of product knowledge for tourism sales. Travel agencies can't pay a person to travel all over the country before they start selling, so tour guides have an inherent advantage over those who just graduated and went out to do outreach. Secondly, the tour guide has worked for several years, and has a personal experience on how to meet the needs of guests, which is also convenient for us tourists to provide valuable professional services. If supplemented by professional knowledge and skills training in the sales field, the company can successfully complete the job transfer by giving certain advertising and sales guidance. When retail travel agencies serve group travel customers, we have many titles. What kind of person is qualified for this position? How to arrange them in the internal management of travel agencies? With the continuous sales process, there are more and more customers, and it is not difficult for them to change their identities from travel consultants to travel consultants, account managers and project managers. And then from self-operated sales to leading team sales, and then further transformed into comprehensive positions such as marketing, training and public relations. You can also consider starting your own business and setting up a new travel agency. Only in this way can it develop into a lifelong career. We made a big list and marked all the places that the travel consultants in the company have been to, adding a sum for each additional place. These places are the routes he can sell to his guests. With first-hand information, the explanation will be much more vivid. Many tour guides change because they want to get married. After having a family, they need to further improve their income level. As a successful salesman, it is also important to have a certain economic foundation. No matter whether the people contacted by institutional customers in the early stage are big or small, the people who make the final decision are old and have high positions. Our travel consultants should be able to have similar life experiences and discuss topics, such as a good place for dinner parties, children's education, fitness and beauty, driving, investment and financial management, and don't let guests think that you are here for money. We encourage employees who want to become tourism consultants to have more daily life, not two or one line every day, and have a wide range of interests. They should make some moderate packaging for themselves, swipe their cards more and spend more in advance, so that they will have the motivation to make money if they are under the pressure of repayment. The market is infinite, and we can't eat it all. At the beginning of sales, we should shrink the front line and focus on a certain field selectively. As the saying goes, there must be grass within ten steps. You don't have to cast a net blindly everywhere, just pay attention to specific customer areas, and the results will be much faster. It is not enough to have product knowledge, but also to have profound and comprehensive customer knowledge. Look for books in this industry to read through, so that customers feel that you are not an amateur, and customers have many opportunities to show themselves. Select some emerging small and medium-sized institutions in the industry to practice, such as automobile sales 4S shops, advertising companies, and newly opened local branches of large institutions. And you may make one string at a time, and you may have the opportunity to receive orders from big customers. When you successfully make two or three big orders, you have some experience. The growth of sales staff can not be limited to the hard work in the market, but also to keep reading and learning. In this regard, it will be helpful to read several books by myself: Consulting Sales by Steven Shefman, Negotiation Skills by Roger Dawson, Whole Brain Sales System by Sun Luhong and Key Customer Sales Process by Fu Yao. At the same time, travel agencies have set up some studios to provide software and hardware support for travel consultants. The software includes supplier system, financial system and affairs assistant system. Hardware is independent and quiet office space, office automation equipment and so on. It can effectively improve the career development of tour guides after the transformation. Difficulties and Countermeasures of Travel Agency Tour Guides in Sales Now, the work of most travel agency tour guides is not as simple as it was in the planned economy era, as long as they plan, explain, make itinerary arrangements and undertake a lot of sales tasks. Sales tasks are generally divided into two types: one is to participate in the overall outreach sales of travel agencies and complete the sales tasks of direct customers without a tour group; Second, in the tour group, we should complete the shopping plan of the agreed shopping store arranged by the travel agency and realize the secondary sales. These two kinds of sales work are new problems faced by tour guides at this stage. Let's look at it separately. The first category is outreach sales. The products of tour groups can be roughly divided into two categories: one is individual tourists or individual tourists groups. This route is the most conventional way, there is no room for customization, and the service is also the most basic. There is no need to be accompanied by a tour group. Generally, the front desk staff can be trained for one or two months and then pay attention to the explanation of the store manager. In addition, the tour guide's departure time is irregular, which is not convenient for the store manager to manage the attendance at the front desk and is not suitable for tour guides. It can be considered that tour guides usually take tour groups and give lectures to the front desk and outlets as product consultants after returning to the club. This is a knowledge management problem within the organization, so the identity of the tour guide is more like an internal trainer or product consultant. Only by introducing the personal experience of the tour group can the explanation have content and attract guests, instead of following the instructions of the tour itinerary across the venue. Now everyone is fighting for the service standard and the difference between 10 and 20 yuan, but the guests are actually more concerned about the trip itself. No one will spend money to travel in order to go out by car, stay in a hotel and eat the same team meal. At this point, it is easy for the receptionist who has no tour guide experience to put the cart before the horse, and the tour guide's explanation training is particularly valuable. In the travel agency industry, where the threshold is very low, there are no experts who are not experts. They just go to a few more places and come back drooling. And you can go to many places, because the travel agency has a team to take you. Tour guides are also obliged to share their experience of joining a tour group, which is also an application of learning organization theory in the travel agency industry. Long-term development still depends on the joint efforts of enterprise teams, and the second category is package tour. Customers of package tours usually call several travel agencies first, and then each travel agency sends a salesman to negotiate at home. From the initial inquiry to the final reservation, this kind of tour is generally as short as three to five days and as long as ten and a half months. If it is a large team, it is more likely that it will be decided after repeated consultations every month. Documentary period is basically on call and must be completed by full-time sales staff. It is often difficult for tour guides to have such a long time with documentaries. Many specific implementations still need housekeeping. At the same time, many customers do not contact the salesman during the second consumption, but directly find a tour guide, which has formed the problem of internal customer competition. The salesman will think that all the tours I worked so hard to get back ended up with tour guides, which is not cost-effective. The tour guide will also think that it is right for the guests to find me because of their good group. If you don't let me sell it, then I don't have to be so upset, as long as I don't throw it away. Anyway, the client is not mine. It is better for the company to make unified dispatch for this kind of problem. We should establish an internal sales cooperation group system and work out a sales distribution ratio, so repeat customers can follow it after the tour guide reaches out to the partners. The core lies in the organization of customer resources. Don't let sales and tour guides think that customers are company. We just need to do our own work and strengthen cooperation. The assessment indicators can not be measured by simple absolute indicators such as sales volume and the number of days out of the group, but also by some relative indicators such as customer retention rate, the number of repeat customers and the favorable rate of leaving the group. In addition, too many tour guides will seriously affect the quality of tour guides and increase the difficulty of sales. This has a lot to do with the off-season, and it is also a systematic problem. In today's market competition and supply environment, the arrival of the peak season, most travel agencies are "women as men, men as livestock", just kidding. The second category, group sales bring guests into the store, whether it is as a travel agency, tour guide or driver to get money, whether it is rebate or commission in name, the essence is the same. The huge profits in previous years mainly came from information asymmetry, such as specialty stores and human weaknesses, such as hometown stores. With the increase of people's travel experience and the attention of travel agencies to long-term management, the space will become smaller and smaller. Because things in the store are really scarce, why are they so expensive? However, China is very big, and there are many group markets that are growing or waiting to grow, so you will be prosperous when you enter the store. China is finished, and there are foreign shops waiting for you. From this perspective, it is better for a travel agency to sign a contract with a store than for a tour guide to bring it himself. This is also a standardized and legal road. The issue of distribution has expanded, saying that it is necessary to break the boundaries of travel agencies! It is necessary to comprehensively consider the interests and contributions of guests, travel agencies, full escorts, local escorts, drivers, shops, seasons and routes, and each item must have different weights. Finally, there will be a good distribution plan, which is still dynamic and will be enriched and adjusted with new cases. Simple applications, such as: the scheme of receiving tour groups to tour groups is more transparent, the training of tour groups on sales is more in-depth, and guests will have a rational thinking when choosing to enter the store or play casually. Let's expand and go back to the experience of traveling. In fact, there are many channels to make money. Now entering the store is no longer an international practice, but a local characteristic consumption item, because these can't be taken away, nor can they be consumed at home, and they don't need to be forced. Moreover, locals will not consume this kind of thing, only foreigners will consume it, and there is no problem of national treatment. Tour guides can reduce psychological barriers in sales promotion. Just kidding: if the guest is a new tourist, he will take it all the way into the store to pay the tuition. If he is an old bird, he will pay more at his own expense in sales before going out. It seems evil, but this kind of money, in the words of Yuri in Lord of War, is: If I don't sell weapons today, there will be a second person to sell them tomorrow! It's not that I make money, but that I am a professional. Workers in cigarette factories don't feel guilty, and neither do we. I found it online. I hope I can help you.