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The Test:

What have you learned about small-ship cruising?
1. Which of the following cruise lines uses only shallow-draft vessels?		2. Which statment about small-ship cruisers is incorrect ?
	Princess Cruises		They tend to be technologically sophisticated
	Cruise West		They tend to have above-average incomes
	Celebrity Cruise Line		They're driven more by value than by cost
	Norwegian Cruise Line		They're on average, 40-70- years old
	Holland America		They tend to be less sociable with other passengers

3. When qualifying the niche client, you sholuld:		4. During which sales step is the use of features / benefits langauge most critical?
	Take Notes		Opening
	Use open-ended questions		Qualifying
	Determine client's psychographic profile		Recommending
	All of the above		Handling Objections
	None of the above		Closing

5. Which of the following is not a usual feature of small-ship cruises?		6. Which of the following statements is more true of niche clients than of mass-market ones?
	Informal or casual style		They tend to have average income levels
	Widely varied itineraries		They tend to be independent, and to know what they want
	Assigned-seat dining		They tend to take shorter vacations
	Focus on the destination		They tend to need considerable help in making decisions
	Expert lecturers		They have, on average, a high-school education level

7. When recommending small-ship cruise products to a niche client, you should recommend how many specific cruises?		8. About what percentage of small-ship cruise guests are first-time cruisers?
	Only One		75%
	No more than four		62%
	Three		40%
	One or Two		33%
	None: they won't need you to make a recommendation		25%

9. Which is not true of potential small-ship cruise clients?		10. Which of the following ships visits Mexico?
	Are over 40 years old		Spirit of Yorktown
	Tend to be followers		Star Clipper
	Are retired		World Discoverer
	All of the above		Queen of the West
	None of the above		Normandie

11. Of the following, which is not usually a specific characteristic that is distintive to all expedition-type cruises?		12. the Galapagos Islands are located...?
	A "hint " of discomfort		Off the coast of Africa
	Onboard formality		Off the coast of Alaska
	Expert Lecturers		In the Indian Ocean
	All of the above		Off the coast of South America
	None of the above		In the Caribbean

13. On which of the following vessels would a man most likely have to wear a jacket to dinner?		14. Which of the following companies does not operate masted sailing vessels?
	Seabourn's Legend		Windjammer Barefoot Cruises
	Cruise West's Spirit of Endeavour		Start Clippers
	Quark Expedition's Yamal		Windstar Cruises
	Windjammer Cruises' Fantome		Cruise West
	All of the above		None of the above

15. More than half of potential small-ship cruise clients:		16. The likes and dislikes of a client are described by the term:
	Tend to be less sociable than large ship cruise clients		Niche
	Are more interested in cost than in anything else		Demographics
	Tend to be wary of new experiences		Psychographics
	All of the above		All of the above
	None of the above		None of the above

17. Ships taking over a certain number of passengers must meet international standards for safety and hygeine. What is that number of passengers?		18. Which of the following is true about mass market cruises?
	100		The focus is often on what's inside the ship
	50