Letter from the Publisher
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2
Key Findings
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3
Introduction
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6
Advisor Demographics
Chart 1: Advisors By Type
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7
Chart 2: Years Of Travel Sales Experience
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Chart 3: 2019 Gross Sales Volume
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9
The First Taste Of Cruising
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Chart 4: Top Destinations For First-Time Cruisers
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10
Selling First Time Cruisers By Segment
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Chart 5: Selling By Cruise Segment
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12
Cruise Preferences And The Growing Interest In River Cruising
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Chart 6: Cruise Preferences Among First-Time Cruisers
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13
The Life Stage Of New Cruisers
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Chart 7: Description Of New Cruisers
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14
Who Are These First-Time Cruisers?
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Chart 8: The Target Age Range
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15
The Lure Of Cruising
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Chart 9: New Cruisers Join In
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18
Features That Factor In For New Cruisers
Chart 10: The Appeal Of The Cruising Phenomenon
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20
Advisors Weigh In On Influences
Chart 11: Top Influencers For Recommending Cruise
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21
Fielding Questions: The Responsibility Of Developing A New Segment
Chart 12: They Come With Questions!
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23
Chart 13: This Must Be Included, Right?
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28
First-Timers Heed The Recommendations Of People They Trust
Chart 14: Influential Marketing Tools In Selling Cruise
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30
Chart 15: Advisor Influence In Selling First-Time Cruisers
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31
Getting Ready For The First-Timers
Chart 16: Tools To Assist In The Sales Process
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32
Chart 17: Key Qualifying Questions
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33
All Arrows In The Quiver
Chart 18: Sharpening The Saw
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34
Chart 19: Preferred Cruise Training Programs
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35
Conclusion
TABLE OF CONTENTS
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