Discussion

1. Describe what the following buyers of cruises are seeking and name one cruise line that provides experiences they seek?

-Consummate Shoppers

-Luxury Cruisers/Status Seekers

-Ship Buffs

- Adventure Seekers

- Environmental Travelers

• Entertainment Seekers
• Cultural Seekers
• History Buffs

2. List 5 things you can do to make a good impression on a client in person, 3 things if the sale is over the phone, and 1 thing via text/or email.

3. What is the difference between a close-ended question and an open-ended question?

4 .Explain how a feature differs from a benefit and provide an example of a cruise line/or ship benefit and cruise line/or ship feature.

5. Give at least one counter to each of the following objections:

- Cruises are too expensive

- Cruises are too formal

- Cruises are too regimented

- I'll feel confined

-I'm afraid of seasickness

6. Give four ways that you could upsell a cruise client and a cross-sells that you could offer.

Activity:

Share 2-3 ways that a cruise line sells their cruises not including through their travel agents or company website. Please provide a URL link or an image to demonstrate