1. Special Topics in Tourism Units 2-5 Review
TH225
Special Topics in Tourism
Units 2-5 Review

2. Chapter 2
Why do people cruise?

3. 18 Reasons A cruise is a hassle-free vacation.
A cruise takes you away from it all.
You’re pampered like nowhere else.
You can do it all—or nothing at all.
You can sample a broad geographic area.
A cruise is something “new.”
Cruises offer a huge variety of events, activities, and meals.
A cruise facilitates shopping

4. More reasons… It’s easy to make friends on a cruise.
Cruises lend themselves to groups.
A cruise is a romantic experience.
A cruise is a learning experience.
There’s a cruise that can satisfy virtually anyone.
It’s a great way to celebrate a special event.
Everybody’s talking about how wonderful cruises are.
Cruises represent a safe travel experience.
It’s a fabulous value for the money.
You know what you’re paying in advance.

5. Cruise Pricing Included vs. not included
Always or almost always included
Sometimes included, sometimes not
Usually not included
Never included

6. Factors that affect the price
Seasonality
Advance and last minute bookings
Number of passengers in the stateroom
Group bookings
Location of stateroom

7. Barriers to cruising Cruises are too expensive. Cruises are boring.
Cruises are only for older people.
Cruises are stuffy and too formal.
Cruises are too regimented.
There’s not enough time in ports.
The ship environment is too confining.
Forced to socialize with people.
I do not want to take my vacation on a ship.
I’ll eat too much and put on weight.

8. More barriers Are ships really safe? I’m worried about terrorism.
It’s too far to fly to the port.
I’m worried about getting sick.
I don’t know enough about cruises.

9. Unit 3 Chapter 5: Who's Who in Cruising
Chapter 6: The Pre-, Post-, and Off-Ship Cruise Experience
Chapter 7: The Geography of Cruising

10. Sea-Based Operations Sailing operations: The captain
The staff, deputy captain, or first officer
The chief engineer
The chief medical officer, or doctor,
The chief radio or communications officer

11. Hotel Operations
The hotel manager, or hotel director (also called chief purser)
The purser
The shore excursion manager
The cruise director
The executive chef
The head housekeeper or chief steward
The food and beverage manager

12. Food and Beverage Manager
Oversees:
Dining room maitre d’
Table captains
Waiters, and busboys
Bartenders
Drink servers
Wine steward

13. Land-Based Operations
Chief executive officer
Board of Directors
President
Vice president of marketing
Vice president of sales
Sales Representatives
Vice president of finance
Vice president of operations
Vice president of national accounts
Vice president of groups and incentives

14. Travel Agencies Sells an experience!
Kinds of Travel Agencies
Independent agencies
Agency chains
Consortium-affiliated agencies
Cruise-only agencies

15. How do travel agencies make money?
Commission –10%
Override commission-commission over and above the base commission

16. SHIP CRUISE EXPERIENCE
Chapter 6
THE PRE , POST, AND OFF
SHIP CRUISE EXPERIENCE

17. Precruise Packages Air/sea package purchasing through cruise line
Air/sea package purchasing through non- cruise line

18. Shore Excursions
They may purchase a shore excursion through the cruise line.
They may buy a tour or activity from vendors.
Explore the port on their own.
Stay on board.

19. Types of Shore Excursions
Sightseeing excursions
Sports excursions
Miscellaneous excursions
Post cruise package

20. THE GEOGRAPHY OF CRUISING
Chapter 7
THE GEOGRAPHY OF CRUISING

21. The importance of geography
Cruise clients often decide which voyage to take according to the itinerary.
Certain places are best experienced by ship.
Cruises are especially appropriate when you want to visit clusters of islands.
Travelers often prefer to visit underdeveloped countries via cruise.

22. Cruising North America
Alaska

23. New York, New England, Canada
The Northeast
New York, New England, Canada

24. The Mississippi River and Its Tributaries

25. Mexico’s Pacific Coast
Los Angeles - Mexico

26. The Caribbean

27. Cruising Europe

28. Other cruise destinations
South America
Amazon River
The Pacific
Asia
Africa

29. Repositioning Cruises
At the end of one region’s high season and the beginning of another’s high season ships are moved to the different location.

30. Unit 4 Chapter 8: Profiling the Lines Chapter 9: Selling Cruises
Chapter 10: Cruise Marketing, Groups, and Incentives

31. Where to get information
Profiling the Lines
Where to get information
Cruise line information
Cruise line promotional pieces
Seminars
Ship inspections
Familiarization cruises
Passengers
Trade Publications
CLIA Cruise Manual
The Official Cruise Guide
The Official Steamship Guide International
The Star Service

32. Other material
Trade Shows
Consumer Publications
Internet

33. Generalized Versus Niche Cruise Lines
Target narrow segments of consumers that have something in common
Adventure, education

34. Chapter 9
Selling Cruises

35. Who Buys Cruises Baby-boomers Shoppers Luxury Cruisers Explorers
Ship buffs

36. Opening the Sale First impressions-Put the client at ease
In-person sales techniques:
Stand up and greet the client.
Establish eye contact with the client.
Smile, conveying your pleasure with the opportunity to help.
Give your name, then obtain the client’s name.
Shake hands. (A genuinely warm and open gesture.)
Invite the client to sit down with you.

37. Phone sale techniques Use the four-part greeting. Smile
Communicate energy

38. Qualifying the Client Uncover client’s needs Ask qualifying questions:
Who is going on the trip?
What do you have in mind for your trip?
When do you want to go and for how long?
Where do you want to go?
How much do you want to pay?
Ask lifestyle questions

39. Adding Value Offer best product in their budget range
Upselling: offer something that cost more
Cross-selling: *extras*

40. Chapter 10
CRUISE MARKETING, GROUPS, AND INCENTIVES

41. Elements of marketing Research Product/Service Design Pricing
Promotion
Distribution
Follow-Up

42. Marketing Plan An executive summary. Mission statement
3. An analysis of market research.
An analysis of market attractiveness.
An analysis of your product’s life cycle.
A SWOT analysis

43. Cont. 7. An analysis of your competitors.
8. An analysis of your customers.
9. An analysis of your cooperators
10. An analysis of your products and services
11. Your marketing mix.
12. Your promotional mix:

44. Unit 5
Database Management: Introduction
ClientBase

45. ClientBase Screen

46. 1. Menu Items File Edit Reports Merge Workstation default
Global defaults
Utilities
Windows
Help

47. 2. Toolbar

48. 3. Query filters Helps to sift through data to find what you need
Define and narrow the search

49. 4. Query Results
Only records that meet the criteria of the query filters are included in the Query Results.

50. 5. File Manager Five Tabs: Profile Manager Activity Manager
Res Card Manager
Inventory Manager
Internet Manager