CTC Sales Strategy & Pipeline Management 2

Question 1

A travel consultant notices a prospect has opened their proposal email three times but hasn't responded. What is the most appropriate next step?

Accepted Answer

Make a personalized phone call referencing the proposal details

Answer

A phone call referencing the proposal shows attentiveness and gives the prospect a direct channel to ask questions without feeling tracked.

Question 2

Which metric best indicates the health of a travel consultant's sales pipeline?

Accepted Answer

Average deal size multiplied by number of active opportunities

Answer

Weighted pipeline value (average deal size × active opportunities) gives the clearest picture of potential revenue in the pipeline.

Question 3

A client requests a group tour quote for 45 people but has a budget far below typical pricing. The best sales approach is to:

Accepted Answer

Present a scaled-down itinerary that fits their budget while showing upgrades

Answer

Presenting a budget-aligned option with visible upgrades preserves the relationship and opens the door to upselling once trust is established.

Question 4

In a CRM system, what does 'pipeline stage progression rate' measure?

Accepted Answer

The percentage of prospects moving forward from one sales stage to the next

Answer

Stage progression rate shows how effectively a consultant converts prospects through each step of the sales funnel.

Question 5

A travel consultant is managing 60 active leads simultaneously. Which strategy best prevents leads from going cold?

Accepted Answer

Segment leads by priority and set automated follow-up reminders

Answer

Segmenting by priority and using CRM reminders ensures timely, relevant follow-up without overwhelming the consultant.

(CTC) Certified Travel Consultant Practice Test