Column: Travel agents have tools to use to close sales

06/23/2008 | Travel Trade

The economic environment may be tough, but many Americans still want to take their vacation. Columnist Ian Gittlitz writes that they may just need a little more incentive now. Gittlitz outlines a number of strategies and tools agents can use -- room or cabin upgrades, for example -- to make the sale. "Price is not usually a place you want to move," he says. "Sometimes you can't discount. But you can offer special value that catches the client at the right moment."

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