Maricopa Community Colleges  AIR104   19916-20082 
Official Course Description: MCCCD Approval: 11/27/90
AIR104 19916-20082 LEC 3 Credit(s) 3 Period(s)
Reservations/Sales Training II
Concepts and techniques of specialty faring, special sales tools, miscellaneous functions, and the Passenger Name Record.
Prerequisites: AIR102.
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MCCCD Official Course Competencies:
 
AIR104   19916-20082 Reservations/Sales Training II
1. Retrieve and explain specific fare displays. (I)
2. Write and perform entries to auto-price and itinerary by passenger type and segment select. (I)
3. Verify the selection for the "best buy" of a given itinerary. (I)
4. Write and perform short access entries. (I)
5. Define and explain terms related to special sales tools. (II)
6. Cite examples of special sales tools concepts. (II)
7. Demonstrate the proficient use of the Direct Reference System to access information. (III)
8. Write and perform the entry to retrieve a flight information display. (III)
9. Identify and explain the components of a flight information display. (III)
10. Write and perform entries related to additional fields of a Passenger Name Record. (IV)
11. Describe and perform methods and entries to retrieve a Passenger Name Record. (IV)
12. Explain the characteristics of a travel agency Passenger Name Record. (IV)
13. Write and perform entries related to passenger information field and itinerary changes. (IV)
14. Perform the "reduce and divide" functions of a Passenger Name Record. (IV)
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MCCCD Official Course Outline:
 
AIR104   19916-20082 Reservations/Sales Training II
    I. Specialty Faring
        A. Short Access
        B. Passenger Type
          1. Senior Citizen Fares
          2. Military
        C. Family Plan Faring
        D. Quick Quote
          1. Lowest Available Fare
          2. Lowest Possible Fare
          3. Best Buy/Rebook
      II. Special Sales Tools
          A. Buying Signals
          B. Features and Benefits
          C. Objections
            1. Genuine
            2. Counterfeit
            3. Steps for Overcoming Objections
              a. Disarming
              b. Overcoming
              c. Asking Leading Questions
        III. Miscellaneous Functions
            A. Direct Reference System
              1. Categories
              2. Subjects
              3. Pages
              4. Data
            B. Flight Information
              1. Entries
              2. Displays
          IV. Passenger Name Record
              A. Additional Fields
                1. General Facts Field
                  a. Special Service Requests
                  b. Other Service Information
              B. Retrievals
                1. Methods
                  a. Record Locator Number
                  b. Flight Number
                  c. Flight Time
                2. Entries
                  a. Record Locator Number
                  b. Flight Number
                  c. Flight Time
              C. Travel Agency
              D. Changes
                1. Passenger Information Fields
                2. Itinerary
                3. Reducing
                4. Dividing
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