What is the future of sales executives in the travel industry

Cassidy, Frances (2001) What is the future of sales executives in the travel industry. In: 11th Australian Tourism and Hospitality Research Conference (CAUTHE 2001): Capitalising on Research, 7-10 Feb 2001, Canberra, Australia.


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.

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Item Type: Conference or Workshop Item (Commonwealth Reporting Category E) (Paper)
Refereed: Yes
Item Status: Live Archive
Faculty/School / Institute/Centre: Historic - Faculty of Business - Department of Marketing and Tourism (Up to 31 Mar 2007)
Faculty/School / Institute/Centre: Historic - Faculty of Business - Department of Marketing and Tourism (Up to 31 Mar 2007)
Date Deposited: 27 Aug 2013 02:03
Last Modified: 27 Aug 2013 02:03
Uncontrolled Keywords: retail travel agents; sales executives; travel industry
Fields of Research (2008): 14 Economics > 1402 Applied Economics > 140216 Tourism Economics
20 Language, Communication and Culture > 2001 Communication and Media Studies > 200105 Organisational, Interpersonal and Intercultural Communication
15 Commerce, Management, Tourism and Services > 1506 Tourism > 150604 Tourism Marketing
Fields of Research (2020): 38 ECONOMICS > 3801 Applied economics > 380116 Tourism economics
47 LANGUAGE, COMMUNICATION AND CULTURE > 4701 Communication and media studies > 470108 Organisational, interpersonal and intercultural communication
35 COMMERCE, MANAGEMENT, TOURISM AND SERVICES > 3508 Tourism > 350804 Tourism marketing
Socio-Economic Objectives (2008): B Economic Development > 90 Commercial Services and Tourism > 9003 Tourism > 900301 Economic Issues in Tourism
URI: http://eprints.usq.edu.au/id/eprint/6975

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