Professional Diploma in Sales Strategies for Maritime Experiences
This professional diploma prepares you to design and sell maritime experiences, from coastal excursions and charters to cruises, diving trips and other activities at sea. You will learn to understand the maritime traveler, turn boats, routes and heritage into structured products, sell consultatively and handle objections, attract and convert customers online, set prices and apply revenue management, build distribution partnerships at home and abroad, and create customer experiences that drive loyalty, referrals and a strong commercial reputation.
Prior knowledge check
These are the skills this program gives you. Tick the ones you already master and we will tell you which part of the syllabus is for you.
You are starting from scratch in this subject. The program is designed precisely for that.
What is the Professional Diploma in Sales Strategies for Maritime Experiences?
This professional diploma prepares you to turn nautical services into differentiated, profitable experiences and sell them well. You will analyze the motivations of maritime customers, segment the market and build value propositions around authenticity, personalization, safety and sustainability; design itineraries, packages and product sheets that are ready for multichannel sale; apply consultative selling, objection handling and closing techniques; build websites, booking funnels, social content and CRM follow-up; and set dynamic prices, allocations and add-on sales that maximize occupancy and revenue per departure.
What sets this diploma apart: a complete commercial chain, from product design to after-sales and loyalty; sales techniques adapted to the realities of the sea, such as weather cancellations, safety concerns and minimum numbers; revenue management applied to boats, crews, fuel and moorings; distribution and partnerships with agencies, hotels, cruise lines and receptive operators; and a final project in which you build a full commercial plan and sales forecast for a real maritime experience.
Program highlights
- Complete commercial chain: product design, sales, pricing, distribution and loyalty.
- Consultative selling: diagnosis questions, objection handling and closing techniques.
- Digital acquisition: booking websites, funnels, social content and CRM follow-up.
- Revenue management: costs, dynamic pricing, allocations and add-on sales per departure.
- Partnerships: agencies, hotels, cruise lines, receptive operators and international markets.
- Final project: a commercial plan and sales forecast for a real maritime experience.
Syllabus of the Professional Diploma in Sales Strategies for Maritime Experiences
8 modules. Select a module to see its content.
Commercial fundamentals of maritime tourism and experiences
- 1.1. Characteristics of the market for maritime experiences, nautical tourism, coastal excursions, cruises, charters and recreational activities at sea
- 1.2. Classifying maritime products by duration, exclusivity, service level, target audience and operating environment
- 1.3. Analysis of consumer behavior and the motivations of adventure, relaxation, luxury, nature, culture and learning
- 1.4. Identifying market segments using demographic, geographic, psychographic and behavioral variables
- 1.5. Designing value propositions based on authenticity, personalization, safety, sustainability and an emotional connection with the sea
- 1.6. Analysis of competitors, demand trends, seasonality and commercial opportunities in maritime destinations
- 1.7. Building a comprehensive commercial vision that turns nautical services into differentiated, profitable experiences
- 1.8. Customer profile and purchase motivations for maritime experiences
Designing and structuring saleable maritime products
- 2.1. Turning maritime resources, boats, landscapes, heritage and nautical activities into structured products
- 2.2. Designing sailing, wildlife watching, recreational fishing, diving, gastronomy, wellbeing and cultural tourism experiences
- 2.3. Defining itineraries, duration, capacity, inclusions, service levels and added-value elements
- 2.4. Creating individual, family, corporate, premium, educational and tailor-made packages
- 2.5. Integrating accommodation, food and beverage, transport, land activities and complementary services
- 2.6. Adapting the experience to weather, seasons, customer profiles and operational constraints
- 2.7. Developing maritime products that are coherent, safe, scalable and ready for multichannel sale
- 2.8. Product sheets, terms and booking policies
Consultative selling and maritime customer service
- 3.1. Applying consultative selling to identify the customer's needs, expectations, budget and motivations
- 3.2. Persuasive communication techniques based on benefits, emotions, trust and differentiation of the experience
- 3.3. Preparing diagnosis questions and presenting proposals tailored to different buyer profiles
- 3.4. Handling objections about price, safety, duration, sea conditions, availability and inclusions
- 3.5. Closing techniques for individual bookings, groups, corporate events and high-value clients
- 3.6. Personalized service before, during and after the experience through communication and follow-up protocols
- 3.7. Building lasting commercial relationships through trust, transparency, technical knowledge and service orientation
- 3.8. Closing techniques and objection handling
Digital marketing, customer acquisition and booking conversion
- 4.1. Designing digital strategies for maritime excursion companies, nautical operators, marinas and charter companies
- 4.2. Optimizing websites, experience pages, booking engines and online purchase processes
- 4.3. Applying SEO and digital advertising to capture searches for maritime activities and coastal destinations
- 4.4. Managing social media with photography, video, testimonials, live streams and experiential content
- 4.5. Building sales funnels, landing pages, remarketing campaigns and automated communications
- 4.6. Managing leads with CRM, segmentation, opportunity scoring and sales follow-up
- 4.7. Measuring performance through traffic, inquiries, bookings, acquisition cost, conversion rate and return on ad spend
- 4.8. Conversion funnels and sales automation
Pricing, revenue management and profitability of maritime experiences
- 5.1. Fixed and variable cost structure for boats, crew, fuel, insurance, moorings and maintenance
- 5.2. Pricing methods based on costs, perceived value, competition, demand and positioning
- 5.3. Dynamic pricing by season, time slot, occupancy, booking lead time, operating conditions and customer type
- 5.4. Designing individual, private, group, corporate, premium and promotional rates
- 5.5. Managing availability, allocations, minimum numbers, cancellations, refunds and controlled overbooking
- 5.6. Developing add-on sales such as photography, food and beverage, transport, equipment, merchandise and exclusive services
- 5.7. Building revenue management models that maximize occupancy, average revenue and profitability per departure
- 5.8. Dynamic pricing and season management
Commercial distribution, partnerships and selling in international markets
- 6.1. Designing direct, intermediated, digital, face-to-face and corporate sales channels for maritime experiences
- 6.2. Working with travel agencies, hotels, cruise lines, receptive operators, booking platforms and tourist offices
- 6.3. Negotiating commissions, allocations, cancellation terms, contracts and commercial agreements with intermediaries
- 6.4. Developing partnerships with restaurants, accommodation, transport companies, guides and complementary activity providers
- 6.5. Adapting products, messages, payment methods and sales support to international markets
- 6.6. Taking part in trade fairs, workshops, professional meetings and joint promotion in source markets
- 6.7. Building a balanced distribution network that widens commercial reach without sacrificing margins or brand control
- 6.8. Contracts with agencies, tour operators and platforms
Customer experience, loyalty and commercial reputation
- 7.1. Designing the customer journey from discovery and booking to welcome, delivery and follow-up
- 7.2. Managing expectations with clear information on itineraries, equipment, safety, accessibility and participation conditions
- 7.3. Personalizing service according to preferences, celebrations, special needs and the visitor's cultural background
- 7.4. Handling incidents, delays, weather cancellations, complaints and service recovery
- 7.5. Developing loyalty, referral, membership, repeat discount and exclusive benefit programs
- 7.6. Managing reviews, testimonials, online reputation and user-generated content
- 7.7. Building memorable experiences that drive recommendation, repeat purchase and commercial positioning
- 7.8. Referral and loyalty programs
Final Project in Sales Strategies for Maritime Experiences
- 8.1. Definition of a case study involving excursions, charters, cruises, nautical activities or specialist maritime tourism
- 8.2. Diagnosis of the market, target audience, competition, seasonality, available resources and sales opportunities
- 8.3. Design of the maritime product with value proposition, itinerary, services, personalization levels and operating conditions
- 8.4. Development of the pricing, distribution, digital acquisition, consultative selling and closing strategy
- 8.5. Development of the service, loyalty, reputation, incident management and customer experience improvement plan
- 8.6. Definition of the budget, sales forecast, indicators, schedule and sales monitoring system
- 8.7. Presentation of the commercial plan and sales forecast
- 8.8. Writing the final report with commercial, operational, economic and strategic validation of the proposed maritime experience
Duration and format of the Professional Diploma in Sales Strategies for Maritime Experiences
It is 800 hours. Tell us how many you can study each week and we will tell you when you will really finish.
This is the pace at which most students finish. It fits well with the installment plan.
Academic leadership and faculty
The Navalis teaching team: working professionals who teach and supervise the programs.
Dr. Marina AlcoverAcademic Director and Head of Quality Assurance
Eng. Diego CifuentesSenior Lecturer in Naval Welding and Non-Destructive Testing; Head of QA/QC for Welded Joints
Capt. Javier Abaroa (MCA)Senior Lecturer in Ship Handling, Electronic Navigation (ECDIS/Radar/ARPA) and GMDSS; STCW Compliance and Bridge Resource Management Coordinator
Dr. Pau FerrerSenior Lecturer in Naval Architecture and Simulation; Director of the Hydrodynamics and CFD Laboratory
Dr. Nuria LlobregatSenior Lecturer in Marine Meteorology, SAR and Operational Safety; Navigation Risk Management Coordinator
Eng. Javier BañulsSenior Lecturer in Electrical Engineering, Automation and ETO Engineering; Electronic Integration and Engine Alarms Coordinator
Eng. Sofía MarquinaSenior Lecturer in Materials, Composites and Corrosion Protection; Coordinator of the Advanced Paints and Coatings Line
Eng. Tomás RieraSenior Lecturer in Propulsion, Alternative Energy and Hybrid Systems; Energy Performance and Vibration CoordinatorObjectives of the Professional Diploma in Sales Strategies for Maritime Experiences
Career opportunities after the Professional Diploma in Sales Strategies for Maritime Experiences
Questions about the Professional Diploma in Sales Strategies for Maritime Experiences
Designing maritime experiences that sell and building the strategies to sell them: consultative selling, digital acquisition, pricing, distribution and loyalty.
Coastal excursions, charters, cruises, diving, wildlife watching, recreational fishing, gastronomy and wellbeing at sea, and other nautical and cultural activities.
Yes. You learn to handle objections about sea conditions and safety, set clear cancellation and refund policies and manage weather-related incidents without losing the customer.
Yes. A full module covers cost structure, pricing methods, dynamic pricing, rate types, allocations and add-on sales to maximize revenue per departure.
It helps but is not essential. A background in tourism, marketing or customer service is enough to follow the program.
You design a maritime experience and its full commercial plan, including pricing, distribution, digital acquisition, loyalty, budget and sales forecast.
The professional diploma is taught online and comprises 800 hours of study across 8 modules of about 100 hours each, ending with a final project in which you apply what you have learned to a complete commercial brief.
More programs in Tourism and water sports
Admission process
No waiting for a call back. If your documents are in order, you can enroll in the same session.
- Profile: aimed at tourism professionals and travel agencies, nautical business owners and tour operators, tourism marketing consultants, tourism, marketing and business students and graduates, and entrepreneurs who want to build a business around the sea. A higher technical qualification or degree in tourism, marketing, business administration or similar, or demonstrable experience in tourism sales or customer service, is recommended.
- Language: sufficient command of English to follow the classes and the technical documentation.
- Technical resources: a computer with an internet connection, an up-to-date browser and a camera for live sessions and project presentations.
- Admission: online application, review of your profile and a short interview with the academic team.
- 01ApplicationYour details, background and documents.
- 02Instant reviewWe check that everything is complete and in order.
- 03EnrollmentChoose full payment or instalments and reserve your place.
Admission is provisional until the committee validates the documents provided. If you do not meet the requirements, the full amount is refunded.
Ask us before you enroll
Leave your details and admissions will write to you to answer any questions. If you are already sure, you can apply and pay in the same session.