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Center for Curriculum and Transfer Articulation
Reservations/Sales Training II
Course: AIR104

First Term: 2008 Summer I
 Lecture   3 Credit(s)   3 Period(s)   3 Load  
Subject Type: Occupational
Load Formula: S


Description: Concepts and techniques of specialty faring, special sales tools, miscellaneous functions, and the Passenger Name Record



MCCCD Official Course Competencies
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. Define and explain terms related to special sales tools. (II)
5. Cite examples of special sales tools concepts. (II)
6. Demonstrate the proficient use of the Direct Reference System to access information. (III)
7. Write and perform the entry to retrieve a flight information display. (III)
8. Identify and explain the components of a flight information display. (III)
9. Write and perform entries related to additional fields of a Passenger Name Record. (IV)
10. Describe and perform methods and entries to retrieve a Passenger Name Record. (IV)
11. Explain the characteristics of a travel agency Passenger Name Record. (IV)
12. Write and perform entries related to passenger information field and itinerary changes. (IV)
13. Perform the reduce and divide functions of a Passenger Name Record. (IV)
14. Perform the reduce and divide functions of a Passenger Name Record. (IV)
MCCCD Official Course Competencies must be coordinated with the content outline so that each major point in the outline serves one or more competencies. MCCCD faculty retains authority in determining the pedagogical approach, methodology, content sequencing, and assessment metrics for student work. Please see individual course syllabi for additional information, including specific course requirements.
 
MCCCD Official Course Outline
I. Specialty Faring
   A. Passenger Type
      1. Senior Citizen Fares
      2. Military
   B. Family Plan Faring
   C. 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
      4. Dividing
 
MCCCD Governing Board Approval Date:  5/27/2008

All information published is subject to change without notice. Every effort has been made to ensure the accuracy of information presented, but based on the dynamic nature of the curricular process, course and program information is subject to change in order to reflect the most current information available.