Unit 20 Selling the Travel Market 旅游市场营销 本单元学习要点 4通过本章学习，应该能够了解7种市场营销组合要素 ↓学会电话销售，登门销售，电话预约等表达方式 学习拟写靠游协议 本单元重、难点问题辅导 Preview旅游市场营销组合要素 The P's Definition Example Product What a company is offering for sale A cruise Place of delivery Channels of distnbution and delivery Travel agency Price The amount of money paid for a product, RMB 1,000 round trip based by seller on certain factors. Promotion Activities that stimulate interest in a product Advertising Purchasing process Motivations and information search Selecting a destination Pk吗n唱 Bringing together of complementary travel All-inclusive tour products Participation The transaction or experience Buyer,intermediary,and seller interaction Dialog I A Telephone Sales Call电话销售 1.specially adapted特别改造 2.The bus sleeps ten汽车允许十人睡凳. 3.weather permitting:if weather permits如果天气允许的话 这是一个典型的独立主格结构。常见的粒立主格结构形式有（介词）+名词+（分词、介司、刚
Unit 20 Selling the Travel Market 旅游市场营销 本单元学习要点 通过本章学习，应该能够了解 7 种市场营销组合要素 学会电话销售，登门销售，电话预约等表达方式 学习拟写旅游协议 本单元重、难点问题辅导 Preview 旅游市场营销组合要素 The P’s Definition Example Product What a company is offering for sale A cruise Place of delivery Channels of distribution and delivery Travel agency Price The amount of money paid for a product, based by seller on certain factors. RMB 1,000 round trip Promotion Activities that stimulate interest in a product Advertising Purchasing process Motivations and information search Selecting a destination Packaging Bringing together of complementary travel products All-inclusive tour Participation The transaction or experience Buyer, intermediary, and seller interaction Dialog I A Telephone Sales Call 电话销售 1. specially adapted 特别改造 2. The bus sleeps ten. 汽车允许十人睡觉。 3. weather permitting: if weather permits 如果天气允许的话 这是一个典型的独立主格结构。常见的独立主格结构形式有（介词）+名词+（分词、介 词、 副
问、形容问等)，其功能相当于一个从句或表示伴随状态。 He sat in the sofa with a cigar in his mouth 4.anything special一些特别的东西 5.ina小anee 提前 6.it depends 说不好 DaogⅡA Personal Sales Call登门销售 1.a series of 一系列 2.be of service 为您服务 3.meet one's neods 满足需求 4.touch the details 该及细节 Dialog IIⅢTelephoning for an Appointment电话预约 1.put you through 电话连接 2.round the clock 全天候的 3.save the trouble of 省去了底顷 4.resctting the equipment重新安装授备 5.the latter后者 the former前者 Reading I A Sales Proposal Letter 1.gratified 感谢 2.double occupation双人间 3 keep in mind铭记 4.five-star hotel五星级 Simulated Writing How to Prepare Tourism Agreements拟写旅游协议 A写作技巧 旅游合问域协议的开头通常表明双方签订议，合钓。形成某种法律关系的意图，其中可以包括双 方的全称、地址、签约日期等内容。 正文部分包括双方的权利与义务：房价及付款方式：约束双方的规则，如协议终止方式、弃权行 为等。 结尾写明订立合同的单位和双方代表姓名，加盖公章，注合同份数、使用文字，用件等。附件 奥写明名称、件数，附于合同之后，作为合同不可分制的部分。还包括协议、合月双方的全称、双 方或双方法定代表的签名以及签约日期等内容
词、形容词等），其功能相当于一个从句或表示伴随状态。 He sat in the sofa, with a cigar in his mouth. 4. anything special 一些特别的东西 5. in advance 提前 6. it depends 说不好 Dialog II A Personal Sales Call 登门销售 1. a series of 一系列 2. be of service 为您服务 3. meet one’s needs 满足需求 4. touch the details 谈及细节 Dialog III Telephoning for an Appointment 电话预约 1. put you through 电话连接 2. round the clock 全天候的 3. save the trouble of 省去了麻烦 4. resetting the equipment 重新安装设备 5. the latter 后者 the former 前者 Reading I A Sales Proposal Letter 1. gratified 感谢 2. double occupation 双人间 3. keep in mind 铭记 4. five-star hotel 五星级 Simulated Writing How to Prepare Tourism Agreements 拟写旅游协议 A.写作技巧 旅游合同或协议的开头通常表明双方签订议、合约，形成某种法律关系的意图，其中可以包括双 方的全称、地址、签约日期等内容。 正文部分包括双方的权利与义务；房价及付款方式；约束双方的规则，如协议终止方式、弃权行 为等。 结尾写明订立合同的单位和双方代表姓名，加盖公章，注合同份数、使用文字、附件等。附件 奥写明名称、件数，附于合同之后，作为合同不可分割的部分。还包括协议、合同双方的全称、双 方或双方法定代表的签名以及签约日期等内容
R参考翻泽 协议书 停华宾馆（以下简称甲方）与特纳旅行杜（以下简称乙方）就团体预订宾馆客房事宜达成如下 协议： 甲方同意接受乙方2005年度26批团体游客的性房预订. 房价 每天每问双人房房租100人民币元 订房办法 一、乙方应于005年1月之前告知甲方团队故量、每批团队队员人数.房数及店和离店日 期。 二，乙方向甲方就以下各项确认下一个月的旅游团队预订， (1)旅游团端号： (2)抵店和离店日期，以及交通方式： (3)队员人数和房数. 结算方式 (1)乙方应向甲方汇寄3000元人民币订金。在收到订金之前。甲方设有义务向乙方保证订 房。 (2)方应在每批团队抵店前30天将全额房程和渊食费汇至交通银行上海分行（帐号：876543） 变更或取预订 如果乙方在20天前通知甲方消订，甲方可免收解约费：如果20天内通知，则收取一天房 费。 其他事项 (1)双方将技照本协议办事。如乙方违反协议中任何条款，或末经甲方书值司意转让协议中的任何 权益，甲方有权单方路止本协议。 (2)本协议有效期为2005年1月1日至12月31日
B. 参考翻译 协议书 停华宾馆（以下简称甲方）与特纳旅行社（以下简称乙方）就团体预订宾馆客房事宜达成如下 协议： 甲方同意接受乙方 2005 年度 26 批团体游客的住房预订。 房价 每天每间双人房房租 100 人民币元。 订房办法 一、乙方应于 2005 年 1 月之前告知甲方团队数量、每批团队队员人数、房数及抵店和离店日 期。 二、乙方向甲方就以下各项确认下一个月的旅游团队预订。 （1）旅游团编号； （2）抵店和离店日期，以及交通方式； （3）队员人数和房数。 结算方式 （1）乙方应向甲方汇寄 3 000 元人民币预订金。在收到预订金之前，甲方没有义务向乙方保证订 房。 （2）方应在每批团队抵店前 30 天将全额房租和膳食费汇至交通银行上海分行（帐号：876543） 变更或取消预订 如果乙方在 20 天前通知甲方取消预订，甲方可免收解约费；如果 20 天内通知，则收取一天房 费。 其他事项 （1）双方将按照本协议办事。如乙方违反协议中任何条款，或未经甲方书面同意转让协议中的任何 权益，甲方有权单方面终止本协议。 （2）本协议有效期为 2005 年 1 月 1 日至 12 月 31 日
签名：（甲方）张明 日期：2005年10月25日 签名：（乙方）威廉特钠 日期：2005年10月25日 C参考答案 RESERVATION AGREEMENT Lantian Hotel (hereimfter to be called as the first party)and Turner Trawvel (hereinafter to be called as the second party have reached an agrremewr on room reservation for FITs as follows: PERIOD The first party agrees to hning mfe the hotel reservation of FITs from the second party in 2006. ROOM RATES 1)Room rate for a double room per night is RMB 530 Yuan 2)Breakfast coupon cost is RMB 40 Yuan cach. ROOM RESERVATION 1)The second party should provide the first party with number of nights,number of total persons,the arrival date requested and departure date of the FITs ten darys earlier than the arrival 2)The second party should remit a deposit of RMB 3000 Yan to the first party's Account No.876543 Shanghai,Communication Bank,10 days prior to the arrival of each group ACCOUNT SETTLEMENT 1)The rooms rates shall be collected from the FITs by the scond party. 2)All other expenses except room rates and breakfast foes shall be settled by the guests themsdlves CANCELLATION No eancellation fee will be changed when the first party is informed 10 days prior to the arrival of the guests.One night room rate will be charged if cancellation is received within 10 days prior to the arrival of the guests. OTHERS 1)Both sides should act according to this agreement Should there be any violation by the sccond party against amy of the stipulation in this agreement.or should there be a transfer of amy rights. without the consent of the first party.the first party has the right to cancel this agreement. 2)This agreement is valid from Jan.1.2006 to Dee.31.2006 and effective from the date of the signing on both sides Lantian HOTEL Turner TRAVEL
签名：（甲方）张明 日期：2005 年 10 月 25 日 签名：（乙方）威廉·特纳 日期：2005 年 10 月 25 日 C. 参考答案 RESERVATION AGREEMENT Lantian Hotel (hereinafter to be called as the first party) and Turner Travel (hereinafter to be called as the second party) have reached an agreement on room reservation for FITs as follows: PERIOD The first party agrees to bring into effect the hotel reservation of FITs from the second party in 2006. ROOM RATES 1) Room rate for a double room per night is RMB 530 Yuan. 2) Breakfast coupon cost is RMB 40 Yuan each. ROOM RESERVATION 1) The second party should provide the first party with number of nights, number of total persons, the arrival date requested and departure date of the FITs ten days earlier than the arrival. 2) The second party should remit a deposit of RMB 3000 Yuan to the first party’s Account No. 876543 Shanghai, Communication Bank, 10 days prior to the arrival of each group. ACCOUNT SETTLEMENT 1) The rooms rates shall be collected from the FITs by the second party. 2) All other expenses except room rates and breakfast fees shall be settled by the guests themselves. CANCELLATION No cancellation fee will be charged when the first party is informed 10 days prior to the arrival of the guests. One night room rate will be charged if cancellation is received within 10 days prior to the arrival of the guests. OTHERS 1) Both sides should act according to this agreement. Should there be any violation by the second party against any of the stipulation in this agreement, or should there be a transfer of any rights, without the consent of the first party, the first party has the right to cancel this agreement. 2) This agreement is valid from Jan. 1, 2006 to Dec. 31, 2006 and effective from the date of the signing on both sides. Lantian HOTEL Turner TRAVEL
y By Wang Ping William Turner General Manager General Manager Dme:0t.25.2005 Det25.2005
By By Wang Ping William Turner General Manager General Manager Date: Oct. 25, 2005 Date: Oct. 25, 2005