Cruise Sales and Management

In: Other Topics

Submitted By seyseboy
Words 1082
Pages 5
I. COURSE TITLE: CRUISE SALES AND MANAGEMENT

II. COURSE DESRIPTION:

This course explores the travel industry by developing an understanding of the reference materials used to market cruise for domestic and international destinations.

Course Credit: 3 units lecture
Contact Hours: 3 hours lecture/week 54 hours of lecture/term

III. COURSE RATIONALE
Cruising has been considered a global phenomenon; statistic shows the growing popularity of the cruise industry. This course aims to study the essential feature of cruises and how it contributes to the Tourism Industry. IV. COURSE OBJECTIVES By the end of the course, students should be able to: 1. Analyze the past, present and future of the cruise industry; 2. Analyze the services of the cruise industry from a traveler’s perspective. Identify routes, schedules, fare specials, and vacation packages; 3. Reflect on the issues affecting the cruise line industry and explain the psychology of selling cruises to prospective clients; 4. Observe the importance of capitalizing in the sale of cruise vacation packages to a much wider audience; and 5. Exert effort in producing cruise brochures in relation to the travel. V. COURSE CONTENT UNIT 1. Contemporary Cruise Operations 3 hours – June 16-17, 2011 A. Specific Learning Objectives: At the end of the unit, the students should be able to: 1. Define elements of cruising. 2. Identify the history of cruising. 3. Critically reflect on the image of cruising and consider different types of cruises. 4. Discuss the scale and scope of the cruise market. B. Topics 1. The Elements of Cruising 2. A History of Cruising 3. The Image of Cruising 4. The Cruise Market 5. Cruise Brands Reference Gibson, pp. 1-21 Graham, pp. 9-19 Mancini, pp. 1-13 Vladimir,…...

Similar Documents

Sales Management

...SPECIAL DOUBLE ISSUE: SALES >> RESEARCH REPORT BY B A R RY T R A I L E R A N D J I M D I C K I E Patterns of customer behavior have changed. Today, consumers may be well along in their buying process before you get the first whiff of a lead. Consequently, sales organizations should redesign – and in some ways reinvent – the selling process. Understanding What Your Sales Manager Is Up Against F we have conducted an annual survey of chief sales officers – the executives in charge of their companies’ selling efforts. One purpose is to understand what challenges their sales organizations are up against and how those challenges are shifting over time. The 1,275 responses to our 2006 survey indicate an acceleration of trends established over the past several years. Across industries, the selling context has changed, buyers are behaving differently, and the work required of the sales organization is becoming more difficult. Let’s start with the fact that 85% of companies report increases in their product-line breadth, product complexity, and participation in new markets. The impact on the sales organization comes in many forms. It takes longer to get a new salesperson up to full productivity: 62% of companies report a rampOR THE PAST 12 YEARS, up period of more than seven months. The percentage has risen in each of the past four years, but it made its most dramatic one-year jump from 2005 to 2006. The quotas being assigned to salespeople have also gone up......

Words: 4969 - Pages: 20

Strategic Management on Cruise

...Sciortino Deepa Sethi Executive Summary Carnival Corporation is the leading cruise line company in the international cruising industry, with 11 major cruise line brands and is clearly a winning company. It controls almost 50% of the cruise line market and is a broad line provider. The company does not face any considerable challenges within its industry and has adequately responded to all threats. Although 2008 was a challenging year due to the economic crisis, Carnival posted net income for 2008 of $2.3 billion (15.9% of sales). Carnival’s strategy is to be a broad line provider with a wide scope on a large scale. Carnival maintains this strategy by focusing on cost leadership in the contemporary and bargain lines, and then differentiating in the premium and luxury lines of their product mix. Industry & Competition The cruise line industry is a moderately attractive, 3-star industry that is characterized by top incumbents capturing a majority of the economic value in the industry, high fixed costs, cost savings achieved from economies of scale, and a high degree of rivalry between the top two industry incumbents. The cruise line industry has reached the growth stage after the inflection point. It is predicted that the growth stage will be longer in the cruise line industry due to frequent product upgrades and niche enhancements that forestall movement into maturity. The cruise industry has developed into a duopoly. While Carnival has 47% of the......

Words: 10749 - Pages: 43

Cruse Sales and Management

...Cruise Sales and Management I. COURSE TITLE: CRUISE SALES AND MANAGEMENT II. COURSE DESRIPTION: This course explores the travel industry by developing an understanding of the reference materials used to market cruise for domestic and international destinations. Course Credit: 3 units lecture Contact Hours: 3 hours lecture/week 54 hours of lecture/term III. COURSE RATIONALE Cruising has been considered a global phenomenon; statistic shows the growing popularity of the cruise industry. This course aims to study the essential feature of cruises and how it contributes to the Tourism Industry. IV. COURSE OBJECTIVES By the end of the course, students should be able to: 1. Analyze the past, present and future of the cruise industry; 2. Analyze the services of the cruise industry from a traveler’s perspective. Identify routes, schedules, fare specials, and vacation packages; 3. Reflect on the issues affecting the cruise line industry and explain the psychology of selling cruises to prospective clients; 4. Observe the importance of capitalizing in the sale of cruise vacation packages to a much wider audience; and 5. Exert effort in producing cruise brochures in relation to the travel. V. COURSE CONTENT UNIT 1. Contemporary Cruise Operations 3 hours – June 16-17, 2011 A. Specific Learning Objectives: At the end of the unit, the students should be able to: 1. Define elements of cruising. 2. Identify the history of cruising. ...

Words: 292 - Pages: 2

Sales and Management

...Sales and Selling Management 1 MAN436 Felecia Steed Anthony Duran June 19, 2013 Sales and Selling Management 2 1. Do you believe Alan is doing a good job in his new sales management position? Why or why not? I do think that Alan is trying to do a good job, but going about it in the wrong way. Some people can handle a promotion really well, others let it “go to their head”. 2. Describe the functions Alan should be performing as sales manager. What should the approximate allocation of his time be in performing these functions? I think Alan needs to spend time Planning Organizational goals and how to achieve them. He Will need to decide where decisions will be made, who will do what jobs and tasks. He needs to sit down and motivate the employees to so their best. Last he needs to monitor the progress of the employees toward their goal achievement. I think he needs to visit each store, and devise a plan of action. He will need to become a team player, and allow the employees to help with the plan. It depends on the progress of each store as to how long it would take in each store, but I would say a week in each store then check on them once a month. 3. Do you believe that Alan’s behavior will have a long-term negative effect on those salespeople who have had a problem with his way of field supervision and training? If so, what could Alan do to moderate the situation? A great manager should keep his or her word and strive to set a good example. A good......

Words: 503 - Pages: 3

Crew Management on Cruise Ship

...Report Question: Crew Management of Super Star Virgo Study the crew strength onboard Super Star Virgo. Elaborate on the recruitment methods and criteria in the recruitment of local and foreign crew members by Star Cruise. What are the training and development programmes provided by Star Cruise to ensure quality service? Identify the benefits enjoyed by the crew members. Evaluate and support with reasons if more can be done to improve crew management. Tasks: • Study Crew Strength • Elaborate on Recruitment Methods • Elaborate on Recruitment Criteria • Training and Development Programmes • Service Standards • Benefits Enjoyed by Crew Members • Evaluation • Improvements on Crew Management Crew Strength Currently, there are a total of 1423 crew members of 17 different nationalities onboard the Super Star Virgo. The crew members are mainly divided into three divisions; Marine Department (Deck and Engine, Navigation, Technical), Club Department (Games Operation, Entertainment) and Hotel Department (Housekeeping, Service, Concierge). Recruitment Methods Recruitment of prospective crew is carried out through a crewing agent (Strada Maritime Corporation and Martley Shipping Inc) which thereafter deployment is processed through authorised local crewing agents appointed in the countries. Similarly, job seekers can also send their general applications for suitable positions through the Star Cruise official website......

Words: 906 - Pages: 4

Carnival Cruise Crisis Management

...Carnival Cruise Crisis Management Carnival Corporation operates as a cruise and vacation company worldwide. Its stock is listed on the New York Stock Exchange. Carnival has a portfolio of the world most widely recognized cruise brands. One of these brands is Carnival Cruise Lines, which is the most popular cruise brand in North America and operates 24 ships designed to foster exceptionally fun and memorable vacation experiences at an outstanding value. In this paper, I focus on a crisis of Carnival Cruise Lines, which happened in 2013, and I will also give an analysis about how Carnival handled the crisis. In addition, I will give my own suggestions to this crisis management. Introduction of the crisis On February 7, 2013, the Triumph, one of Carnival’s ships, left Galveston, Texas, with 3143 passengers and 1086 crew aboard for a cruise, which was supposed to last 4 days. However, on February10, a fire broke out in an engine room on the Carnival Triumph, which was sailing in the Gulf of Mexico. The blaze was extinguished quickly and no one was injured, but propulsion systems were knocked out. Although the ship had two engine rooms, shared cabling between the two was damaged by fire, leaving only emergency backup power available. Triumph floated helplessly until the ship was towed back to Mobile, Alabama on February 15, which means Passengers had spent five uncomfortable days on the Triumph. The last five days for the people on Triumph were suffering because of limited......

Words: 1743 - Pages: 7

Sales Management

... Sales Management Question 1. A leading University in Kenya is planning to recruits two sales people to contribute in their growth plan. They have approached you as a marketing expert regarding the qualities of sales people should hire. What would be your advice? A salesperson should possess several qualities that would enable him/her to perform the outlined tasks effectively. A person may make a good salesman in one line of business and may fail in another. Therefore, as a marketing expert, I would advise the University to consider both the physical and mental attributes of the available candidates. a) Physical attributes: A successful salesperson must have sound health and pleasing personality. A growth plan in the University is arduous and requires sharpness in handling the associated responsibilities. He/she should have capacity for hardwork, stamina and sufficient tolerance. A good personality consists of several attributes namely; neat appearance, refined tastes, good habits, clear voice and a confident demeanour. Only a well-groomed and cheerful candidate can create a good impression on the clients. The recruiting panel should be keen to look out for: Personality: Personality is a composite of various characters of a person-personal appearance, habits, manners, way of dressing, posture and voice. They should be good listeners who appreciate constructive criticism. A good personality will ensure that there are minimal deviations from the growth plan due to......

Words: 1617 - Pages: 7

Sales Management

...‘ Sales controls : Objectives, process & difficulties * To ensure the achievement of sales and profit objectives * sales people sometimes pay inadequate attention as they are caught up in the maze of everyday activities - many related to individual sales personnel & customer problems – they neglect long term perspectives * To find out strengths and weaknesses, opportunities and threats to the organization. * To locate the defects and take corrective steps to improve the situation * by coordinating and controlling effectively various sales operations * Control process : Sales Audit, Sales Analysis & Cost analysis What is a sales control & cost analysis ? Sales control and cost analysis is the function of the sales management of the company to ensure the achievement of sales and profit objectives by coordinating and controlling effectively various sales operations. The sales control and cost analysis tools are : * Sales audit * Sales analysis & * Cost analysis These tools provide means to a sales management to find out strengths and weaknesses, opportunities and threats to the organization. By using the above different tools of control, the management can locate the defects and take corrective steps to remove the shortcomings and improve the situation and tone up the functioning of his department. Sales audit Sales audit is defined as * “ a systematic, critical and unbiased review and......

Words: 719 - Pages: 3

Sales Management

...to your mind when you say territory management? Why do you think sales territory management is important? What is your sales territory design? How it is spread against Pakistan? Into how many regions and areas? What problems do you face while dealing with territories? What routing do u use in your organization? Straight line, Clover leaf, hop scotch? How important is scheduling in your organziaton? How does it lead to successful execution? Can u Plz access time utilisation in your organziaton? (which one is most imp- assign percentages, face to face or travel or phone selling or internal meeting or account service coordination? How are the activities divided by? Which ones do you think are productive and which ones are unproductive?  Roti= gp from sales/cost of time invested? How important are time management skills? How often are they used? Who designs them? (planning or discipline or organization) Challenges of sales force? How can it be improved? Guidelines for sales automation? How many territories are divided to each sales person? How do GSK Design their sales territories? What are the bases for its design? If for e.g. you have set certain objectives to set to be achieved in a certain time frame which you are not able to do so what strategies would you use? Who are GSK’s potential customers? What happens if insufficient territories are formed? On what basis are territories assigned to sales rep? (geography, market potential,......

Words: 274 - Pages: 2

Sales Management

...CHAPTER 1 SALES MANAGEMENT: IT'S NATURE, REWARDS, AND RESPONSIBILITIES I. WHAT IS SALES MANAGEMENT? A. Sales management is the attainment of sales force goals in an effective and efficient manner through planning, staffing, training, leading and controlling organizational resources. II. THE FIVE FUNCTIONS OF SALES MANAGERS A. Planning – the conscious, systemic process of making decisions about goals and activities that an individual, group, work unit, or organization will pursue in the future and the use of resources needed to attain them. B. Staffing – refers to activities undertaken to attract, develop, and maintain effective sales personnel within an organization. C. Training – the effort put forth by an employer to provide the salesperson job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment. D. Leading – the ability to influence other people toward attainment of objectives. Leading means communicating goals to people throughout the sales group and infusing people with the desire to perform at a high level. E. Controlling – monitoring sales personnel's activities, determining whether the organization is on target toward its goals, and making corrections as necessary. III. SALES PERFORMANCE A. Organization – a social system that is goal directed and has a deliberated structure. B. Social – being made up of two or more people. ...

Words: 659 - Pages: 3

Sales Management

...installed browser lockdown. This is a timed quiz with 45 minutes to complete. Chapter 2: * Types of sales jobs * Salespeople who focus on gaining new customers called hunters or pioneers. * Order-takers this category of salespeople try to increase sales as they build customer share * The sales effort by providing information and performing other supplemental services called Missionary sales people * Merchandiser * Personal selling approaches * Stimulus response: stimulus response selling is the least flexible and least focused on the buyer’s unique needs and strategic priorities. * Mental states: Mental states selling is essentially a sequential approach to selling in which the salesperson leads the customer through stages, or mental states, in the buying process. * Problem solving: Problem-solving selling extends need satisfaction selling beyond identifying needs to developing alternative solutions for satisfying these needs. * Need satisfaction: Salespeople using this method help customers identify their needs if customers are not already aware of their needs, and then sell customers products and services to meet the needs. * Consultative selling: Consultative selling is the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization. . * Trust-based relationship selling process * Seeks to initiate, develop,......

Words: 1233 - Pages: 5

Cruise Sales

... (Hotel Management) Submitted by: Andreyan M. Solanoy Submitted to: Dr. Perlita Esrael (Professor) A SYSTEMATIC REVIEW OF KNOWLEDGE MANAGEMENT RESEARCH IN THE HOSPITALITY AND TOURISM INDUSTRY by Xu Cheng Bachelor of Art Guangdong University of Business Studies 2008 A thesis submitted in partial fulfillment of the requirements for the Master of Science in Hotel Administration William F. Harrah College of Hotel Administration Graduate College University of Nevada, Las Vegas December 201 Assignment in Basic Research Find a sample research article which is related to your field of specialization. (Hotel Management) Submitted by: Ma. Florina Teresa T. Tampos Submitted to: Dr. Perlita Esrael (Professor) Assignment in Basic Research Find a sample research article which is related to your field of specialization. (Hotel Management) Submitted by: Floven P. Laurencio Submitted to: Dr. Perlita Esrael (Professor) ABSTRACT A Systematic Review of Knowledge Management Research in the Hospitality and Tourism Industry by Xu Cheng Dr. Mehmet Erdem, Examination Committee Chair Assistant Professor of Hotel Management ...

Words: 7367 - Pages: 30

Cruise Sales and Management

...professional in the future make this study to give us a glimpse into the inside life of running a business and how accounting works in them. This study will focus on the accounting statements that will be presented on the next pages. The accounting statements will help us determine their distinct characteristics, use and other factors. II. DESCRIPTION OF THE STUDY I will portray in this study is running a restaurant on my own namely, Pasta Queen restaurant. Since pasta is my specialty and I’m known for it, this is what I will name if I will have my own restaurant in the future. I would like to designate my first restaurant anywhere inside the Araneta Center, Cubao, Quezon City after 10 years of employment in a hotel/cruise/restaurant. This would be a great place for my starting business because I live near it and would like to test its first on the people living near here. Then, when the business becomes successful, the elite place like Makati is the next destination. Another reason why I want to start this business is what I want people to know me through my ideas in the restaurant and to enjoy a new dining experience. My usual customers here will be everybody who wishes to dine in because the restaurant setting is will be designed for any occasions and other functions. Some of the pastas that can be available to kids are the usual like spaghetti or spaghetti with meatballs. To teenagers and adults, they can choose from white-based sauce pastas (like......

Words: 807 - Pages: 4

Cruise and Sales Managements

...created in any one year management must: i. Identify those org variables that are critically affecting competitive advantage and long-term cash flow. ii. Set target level performance on these iii. Measure performance achieved and compare to targets 3. Identifying value drivers: a. Should be a current asset or capability that has an impact on long-term value b. Should be capable of being measured and communicated c. Should be capable of being influenced by management actions 4. Target level of performance: benchmark performance against a peer group or other companies the business aspires to emulate 5. Measuring performance: targets set and individuals and groups have to be assigned responsibility The Balanced Scorecard: performance and plans cannot be built around a single measure such as return on capital or EPS but need a set of indicators to track performance and ensure that managers are achieving on the drivers of long-term performance 1. Financial perspective a. Return on capital employed b. Operating margins c. EVA d. Cash flow e. Sales growth 2. Customer perspective a. Market share b. Brand image and awareness c. Customer satisfaction d. Customer retention e. Customer acquisition f. Ranking by key accounts 3. Internal business perspective a. % of sales from new......

Words: 1897 - Pages: 8

Sales Management

...previous chapter which is chapter 15, we already discussed on the process by which we determine the number and type of sales people needed, and also how to recruit applicants. In this chapter we are in the third phase which is selection. This phase involved of developing a system of tools and procedures for matching the applicants with the predetermined requirements and actually using this system to select the salespeople. There are some major tools in the selection, they are application blanks, personal interviews, psychological tests, references and credit reports and the last tool is assessment centers. This chapter also discuss about the fourth phase of staffing process which is hiring and also the final phase, which is assimilating new hires into the company. The figure below shows the tools on selecting salespeople. In this chapter, the processing applicants are a key activity in implementing a company’s strategy planning. When using the any of the selecting tools, manager has to make certain that it is complying with all pertinent laws and regulatory guidelines. The application blank and the personal interview are the two most widely used selection tools. A short application blank may be used as an initial screening device. A longer application blank is a primary source of personal history information that can be used in hiring and in other phases of sales operations. An application blank is an excellent tool for getting information in three major categories of job......

Words: 3777 - Pages: 16