Certified Travel Associate UPDATED Exam
Questions and CORRECT Answers
Allocentric - CORRECT ANSWER- A person whose life is centered on varied interest.
Allocentrics are outgoing, confident, and curious. Also sometimes called a venturer
Business Travel - CORRECT ANSWER- travel for the sole purpose of conducting and
individuals or companys buisness
Buyer psychology - CORRECT ANSWER- The science of understanding why people make
buying decissions
Demographics - CORRECT ANSWER- Data that describe a group of people in terms of their
age, marital status, family, size, ethnicity, gender, profession, education, and income
Discretionary travel - CORRECT ANSWER- A trip taken by choice rather than out of
necessity.
Familiarization Trips (FAM) - CORRECT ANSWER- Trips offered by governmental tourism
agencies, hotels, resorts, and tour operators at low or no cost to acquaint travel salespeople
(typically travel agents) with the products and services they offer
Incentive Travel - CORRECT ANSWER- A trip offered as an award by a company to
employees who meet a target or achieve a specific goal.
Leisure Travel - CORRECT ANSWER- Any travel undertaken for pleasure, rather than for
business reasons.
Meeting Travel - CORRECT ANSWER- Travel that is undertaken to attend an organized
event or meeting
Midcentric - CORRECT ANSWER- A person who travels in order to break from the routine,
and strike a healthy balance between work and play
,Non discretionary Travel - CORRECT ANSWER- Business travel, not vacation, traveler does
not choose where to go. Payment is made by corporation that traveler works for.
Psychocentric - CORRECT ANSWER- A person whose thoughts are centered on the small,
everyday problems of the self. This type of person is self-inhibited and non-adventuresome,
and values familiarity and comfort in travel. Also sometimes called a dependable.
psycographics - CORRECT ANSWER- a method of categorizing individuals by grouping
individuals by their lifestyle choices over which they have control, such as the level of
education
VFR travel - CORRECT ANSWER- travel for the purpose of visiting friends or relatives
Acknowledge - CORRECT ANSWER- Listening technique used to show customers that you
value what they are saying
Benefits - CORRECT ANSWER- The positive results provided by travel products, as
perceived by the customer
Clarify - CORRECT ANSWER- Listening technique used to get more information about your
customers needs.
Close the sale - CORRECT ANSWER- Obtaining a commitment from the customer to make
a purchase
Closed Questions - CORRECT ANSWER- Questions that can usually be answered with yes
or no.
Confirm - CORRECT ANSWER- Listening technique used to check your understanding of
the customers needs
Cross-selling - CORRECT ANSWER- A selling method that occurs when customers buy
additional products or services after the initial purchase like a rental car with an airline ticket.
, Customer-focused selling - CORRECT ANSWER- The sales approach in which salespeople
act as consultants whose knowledge, skill and motivation will lead buyers to purchase
decisions that best suits their needs
Features - CORRECT ANSWER- Characteristics of a product that provides value to the
customer
Open Questions - CORRECT ANSWER- broad based questions that ask the interviewee to
provide perspective, ideas, information, or opinions
Preferred suppliers - CORRECT ANSWER- Travel agencies have written agreements with
suppliers know as the preferred supplier agreement, Agencies depend on suppliers to develop
products and services and select suppliers
Probing - CORRECT ANSWER- Asking questions to delve deeper for more information
Prospecting - CORRECT ANSWER- The process of finding new customers, or identifying
prospective purchasers
Qualifying - CORRECT ANSWER- in the selling process, making sure that people have a
need for the product, the authority to buy a specific product.
sales cycle - CORRECT ANSWER- - steps that a salesperson goes through to sell a particular
product or servic
Situational selling - CORRECT ANSWER- The sales technique which requires skilled sales
professionals to adapt the steps of the sales cycle appropriately to both satisfy the customer's
needs and keep the process moving toward a buying decission
Trial Closing - CORRECT ANSWER- The technique of asking questions like "how does that
sound?" or "Will that work for you" throughout the sales process in an attempt to gain your
customers agreement and move them closer to a close of the sale
Upselling - CORRECT ANSWER- A technique that promotes the sale of items of a better
quality or of a larger size than what was originally contemplated. For example an outside or
balcony stateroom instead of an inside.
Questions and CORRECT Answers
Allocentric - CORRECT ANSWER- A person whose life is centered on varied interest.
Allocentrics are outgoing, confident, and curious. Also sometimes called a venturer
Business Travel - CORRECT ANSWER- travel for the sole purpose of conducting and
individuals or companys buisness
Buyer psychology - CORRECT ANSWER- The science of understanding why people make
buying decissions
Demographics - CORRECT ANSWER- Data that describe a group of people in terms of their
age, marital status, family, size, ethnicity, gender, profession, education, and income
Discretionary travel - CORRECT ANSWER- A trip taken by choice rather than out of
necessity.
Familiarization Trips (FAM) - CORRECT ANSWER- Trips offered by governmental tourism
agencies, hotels, resorts, and tour operators at low or no cost to acquaint travel salespeople
(typically travel agents) with the products and services they offer
Incentive Travel - CORRECT ANSWER- A trip offered as an award by a company to
employees who meet a target or achieve a specific goal.
Leisure Travel - CORRECT ANSWER- Any travel undertaken for pleasure, rather than for
business reasons.
Meeting Travel - CORRECT ANSWER- Travel that is undertaken to attend an organized
event or meeting
Midcentric - CORRECT ANSWER- A person who travels in order to break from the routine,
and strike a healthy balance between work and play
,Non discretionary Travel - CORRECT ANSWER- Business travel, not vacation, traveler does
not choose where to go. Payment is made by corporation that traveler works for.
Psychocentric - CORRECT ANSWER- A person whose thoughts are centered on the small,
everyday problems of the self. This type of person is self-inhibited and non-adventuresome,
and values familiarity and comfort in travel. Also sometimes called a dependable.
psycographics - CORRECT ANSWER- a method of categorizing individuals by grouping
individuals by their lifestyle choices over which they have control, such as the level of
education
VFR travel - CORRECT ANSWER- travel for the purpose of visiting friends or relatives
Acknowledge - CORRECT ANSWER- Listening technique used to show customers that you
value what they are saying
Benefits - CORRECT ANSWER- The positive results provided by travel products, as
perceived by the customer
Clarify - CORRECT ANSWER- Listening technique used to get more information about your
customers needs.
Close the sale - CORRECT ANSWER- Obtaining a commitment from the customer to make
a purchase
Closed Questions - CORRECT ANSWER- Questions that can usually be answered with yes
or no.
Confirm - CORRECT ANSWER- Listening technique used to check your understanding of
the customers needs
Cross-selling - CORRECT ANSWER- A selling method that occurs when customers buy
additional products or services after the initial purchase like a rental car with an airline ticket.
, Customer-focused selling - CORRECT ANSWER- The sales approach in which salespeople
act as consultants whose knowledge, skill and motivation will lead buyers to purchase
decisions that best suits their needs
Features - CORRECT ANSWER- Characteristics of a product that provides value to the
customer
Open Questions - CORRECT ANSWER- broad based questions that ask the interviewee to
provide perspective, ideas, information, or opinions
Preferred suppliers - CORRECT ANSWER- Travel agencies have written agreements with
suppliers know as the preferred supplier agreement, Agencies depend on suppliers to develop
products and services and select suppliers
Probing - CORRECT ANSWER- Asking questions to delve deeper for more information
Prospecting - CORRECT ANSWER- The process of finding new customers, or identifying
prospective purchasers
Qualifying - CORRECT ANSWER- in the selling process, making sure that people have a
need for the product, the authority to buy a specific product.
sales cycle - CORRECT ANSWER- - steps that a salesperson goes through to sell a particular
product or servic
Situational selling - CORRECT ANSWER- The sales technique which requires skilled sales
professionals to adapt the steps of the sales cycle appropriately to both satisfy the customer's
needs and keep the process moving toward a buying decission
Trial Closing - CORRECT ANSWER- The technique of asking questions like "how does that
sound?" or "Will that work for you" throughout the sales process in an attempt to gain your
customers agreement and move them closer to a close of the sale
Upselling - CORRECT ANSWER- A technique that promotes the sale of items of a better
quality or of a larger size than what was originally contemplated. For example an outside or
balcony stateroom instead of an inside.
