Elective 3

ELECTIVE 3:
CRUISE SALES MANAGEMENT

What is CRUISE?
- is a vacation trip by ship.
• - traveling by wtaer for purely business purposes (e.g.

cargo shops), sailing on one’s own small pleasure craft, or
travel on a vessel for primarily transportational
purposes(e.g. short ferry ride.
• is primarily a leisure vacation experience, with the ship’s

staff doing all the work.
TYPES OF CRUISES
• Mass Market Cruises
- these cruises appeal to the mass market, and are
budget to moderately priced. They often feature the
Bahamas, Caribbean, Bermuda, Alaska as destinations.
• Upscale Cruises
- these cruises appeal to more experienced cruises.
These passengers have more money to spend, want first
class service, and are lloking for new ports of call and
destinations.
• Luxury Cruises
- These cruises offer elegance, ultra-modern
style, numerous amenities, and unique itineraries at
prices that only the wealthy can afford.
• Specialty Cruises
- A wide range of specialty are available,
including whale watching, diving, barge cruises, sailing
ships and exploratory voyages.
CRUISE DETAILS
• Length of Cruises
- One day to 14 days cruises and around the
world cruises take about 90 days.
• Air/Sea Programs
-cruises prices often include or offer coordinated
airfare from many cities to the port of embarkation and
also organize round-trip air.
• Location and Types of Cabins
-Staterooms or cabins are small than comparable hotel
rooms. Ship today have all outside cabins (cabin with portholes),
outside and inside cabins (less expensive).
- Cabin can have twin beds, double /queen beds, or
upper and lower beds (like bund beds).
- Suite and deluxe cabin accommodations have sitting
rooms in addition to the sleeping room.
- Some cabins have just a shower, have bath or both.
- Luxury ships offer hair dryers, mini bars and in-room
safes. Other amenities such as phones, radios, TVs and VCRs,
plus data ports for computers may be provided.
- Some cabin has balconies.
• Services
-when passengers are at breakfast or out and about the
steward efficiently clean the staterooms. Stewards turn down the beds
in the evening and leaving mints or chocolates on pillow.
- restaurant stewards and bus persons service passenger while
dining.
- other personnel include the maitre d’, wine steward(s),
bartenders, lounge staff, deck staff, and purser’s office staff (fpr mail,
banking services, problems, and questions).
- cruise director is responsible for all social activities on board
and should be very visible and available to the passengers. He/she
have assistants who help ensure passengers enjoy the voyage.
- staff members who supervise the children’s and
teen’s activities programs.
- ship has fully equipped medical facilities and

staff to handle emergencies. Chapel for non-
denominationals services and laundry services (there
are additional charges for these services, unless
passengers are using self-service launderette).
• Entertainment
-cruises offer variety shows, bingo, deck areas and pools,
spas, games, a library, sports activities, movies, lectures and
more.
-there are lounges with entertainment and dancing
areas/discos/karaoke.
-movies in theatre or through TVs in the cabins.
-supervised activities for children and teens.
-tour in galley and bridge, rock climbing, ice skating,
unique activities and internet rooms.
- there are additional charges for the activities.
- meetings rooms, conferences, group parties / events are
also available.
• Space and Passenger to Crew Ratios
-passenger space ratio is determined by dividing
the gross registered tonnage f a ship (a measure of size)
by the regular passenger capacity of the ships.
-luxury ships will generally have a space ratio of
at least 35 to 40 cubic feet.
-luxury ship will often feature ratio such as one
crewmember for every one or two passengers –
implying the specialized attention given to passengers.
• Food and Drinks
-most cruises feature lavish buffets, extensive menu
and regular and specialty drinks.
-meals are included in the cruise price. And
passenger usually choose a meal sitting at the time for
reservation.
FIRST SITTING – Breakfast 7:30 am, Lunch 12:00 nn, Dinner

6:00 pm
LAST /SECOND SITTING - Breakfast 8:30 am, Lunch 1:00 pm,

Dinner 8:00 pm
• Smoking
-most dining area are completely non-smoking or
gave separate areas. Non-smoking area have expanded
to include show lounges and certain deck eating areas.
-there is a ship that is completely non smoking

and that is CARNIVAL’s Paradise.
• Social Life and Customary Dress
-lounges, cocktail bars, discos, casinos and other
public areas are gathering places for meeting and
socializing.
-dress usually very casual in most ships, some
cruise lines opt for formal attire.
-most ships request that passengers not wear
bathing suits in dining rooms. For parties, dress states
in the daily activities program.
• Shore Excursions
-cruise call at ports and destinations, there may
be local tours, dive trips, sightseeing excursions offered
by the cruise line.
• Tipping
-certain cruise line don’t require tipping the
service crew.
• Charges on Board
-cruise line issue a card identifying you as a
passenger, along with such information as your cabin,
number, meal sitting, and table number as well as
information regarding credit card to be used for
payment of charges so all board purchased are totaled.
• Facilities of the Ships
-Ships vary as to the luxury and extent of facilities, it
has at least one pool, theatre, casino, sauna, gym, medical
facility bars, lounges, night clubs, kids playroom, shops,
dining rooms, beauty parlor, promenade and sun decks,
library, game rooms, and more.
-there are also basketball court, Ping-Pong tables,
putting green, shuffleboard, and other special facilities.
Staterooms doors may have peepholes for security.
HISTORY OF CRUISING
PLEASE WATCH THIS


Company Mergers and Changes since 1980
1983 – Cunard and Norwegian American Cruises merged to become
Cunard
1984 – Norwegian Cruise Line, Royal Viking Line merged to become

Norwegian Cruise Line
1985 – Chandris, Fantasy Cruises merged to become

Celebrity/Fantasy Cruises
1986 – Eastern Western, Sundance Cruises merged to become

Admiral Cruises
1987 – Ocean, Pearl Cruises of Scandinavia merged to become Ocean
Cruise Line
1987 – Windstar Sail Cruises, Holland America Line merged but still
operate separately
1988 – Royal Caribbean purchased Admiral Cruises
1988 – Princess Cruises purchased Sitmar Cruises
1988 – Carnival purchased Holland America and Windstar
1993 – Delta Queen Steamboat purchased American Hawaii Cruises

1995 – Delta Queen Steamboat changes the name to America Classic
Voyage Co.
1995 – Sun Line and Epirotiki Cruises become Royal Olympic Cruise
1996 – Regency Cruises ceases operations
2000 – Premier Cruise Line ceases operations
2000 – Cape Cananveral Cruise Line ceases operations
2001 – Renaissance Cruise Line ceases operations
2001 – American Classic Voyage Co. files for bankruptcy

WHY PEOPLE CRUISE
Here are the 18 motives why people cruise:
1. A cruise is a hassle – free vacation.

2. A cruise takes you away from it all.
3. You’re pampered like nowhere else.
4. You can do it all.
5. You can sample a broad geographic area.
6. A cruise is something “new”
7. Cruise offer a huge variety of events, activities, and
meals.
8. A cruise facilitates shopping.
9. It’s easy to make friends on a cruise.
10. Cruises lend themselves to groups.
11. A cruise is a romantic experience.
12. A cruise is a learning experience.
13. There’s a cruise that can satisfy virtually anyone.
14. It’s a great way to celebrate a special event.
15. Everybody’s talking about how wonderful
cruises are.
16. Cruises represent a safe travel experience.
17. It’s fabulous value for the money.
18. You know what you’re paying in advance.
CRUISE PRICES
The price is basis two or double occupancy, it’s per person,

based on two passenger to a room.
Price depends upon where the desired stateroom “category” is

located on the ship.
FACTORS TO BE CONSIDERED IN CRUISE PRICES
• The higher the deck the stateroom is on, the higher
the price.
• Outside staterooms (which have windows/ocean
view) are generally more expensive than inside or
interior staterooms (without windows).
• Larger staterooms on a given ship are usuaully more
expensive than smaller ones
• Staterooms with balconies generally cost
more than those without.
• Outside staterooms whose views are

obstructed (e.g. By a lifeboat) often cost less
than those with unobstructed views.
OTHER FACTORS CAN AFFECT PRICE
• Booking six to nine months or more in advnace
usually yields a savings.
• A last minute “sale” when the ship isn’t fully booked
also results lower prices.
• To encourage eraly bookings or to energize slow
sales, cruise lines often offer special promotional
fares, such as two-for-one prices, 50% oof the
second passenger, and the like.
• If there’s a third or fourth person sharing the
stateroom, their per-person price is often much less
than for the first and second persons.
• Seasonality, cruise lines almost always price their
itinerary accroding to seasonal demand (e.g.
Summer is high season, spring and fall are shoulder
season and winter is low season.
• Special alumni or past passenger rates, group rates,
or cruise brought through a travel agency.
• Special alumni or past passenger rates, group rates,
or cruise brought through a travel agency.
ROADBLOCKS TO PURCHASE
1. Cruises are too expensive
2. Cruises are boring
3. Cruise are only for older people
4. Cruises are stuffy and too formal
5. Cruises are too regimented
6. There’s not enough time in ports
7. The ship environment is too confining
8. Aren’t you forced to socialize with people?
9. I was in the Navy, and the last thing I want to do us
take any vacation on a ship.
10. I’ll eat too much and put on weight.
11. Are ships really safe?
12. I’m worried about terrorism
13. It’s too far to fly to the port
14. I’m worried about getting sick
15. I don;t know enough about cruises

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ELECTIVE 3:

CRUISE SALES MANAGEMENT

• - traveling by wtaer for purely business purposes (e.g.

• is primarily a leisure vacation experience, with the ship’s

- ship has fully equipped medical facilities and

FIRST SITTING – Breakfast 7:30 am, Lunch 12:00 nn, Dinner

LAST /SECOND SITTING - Breakfast 8:30 am, Lunch 1:00 pm,

-there is a ship that is completely non smoking

PLEASE WATCH THIS

1984 – Norwegian Cruise Line, Royal Viking Line merged to become

1985 – Chandris, Fantasy Cruises merged to become

1986 – Eastern Western, Sundance Cruises merged to become

1988 – Royal Caribbean purchased Admiral Cruises

1988 – Princess Cruises purchased Sitmar Cruises

1988 – Carnival purchased Holland America and Windstar

1993 – Delta Queen Steamboat purchased American Hawaii Cruises

1996 – Regency Cruises ceases operations

2000 – Premier Cruise Line ceases operations

2000 – Cape Cananveral Cruise Line ceases operations

2001 – Renaissance Cruise Line ceases operations

2001 – American Classic Voyage Co. files for bankruptcy

1. A cruise is a hassle – free vacation.

The price is basis two or double occupancy, it’s per person,

Price depends upon where the desired stateroom “category” is

• Outside staterooms whose views are

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