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Hospitality Sales & Marketing
Course Outline HTM472
Course
Description: This
course is designed to provide students with a solid background in hospitality sales,
advertising, and marketing. The textbook's main focus is on practical sales techniques for
selling to targeted markets.
Evaluation:
The student
must complete fourteen basic self-scoring review quizzes, four progress tests and a
comprehensive final examination.
Learning Resource:
Hospitality Sales and Marketing, Fourth Edition,
James R. Abbey, Ph.D., CHA
Learning
Objectives: At the completion of this course, students
should be able to:
1. Summarize major trends affecting the hospitality industry.
2. Distinguish marketing from selling.
3. Discuss in general terms the benefits of a marketing plan.
4. Summarize the typical positions in a sales office.
5. Describe several types of personal sales calls.
6. Describe the basics of good telephone communication.
7. Discuss internal marketing and sales.
8. Identify catering department responsibilities and personnel.
9. Identify and explain common advertising strategies.
10. Identify three groups of frequent travel agents.
11. Discuss baby boomers and other individual leisure travelers
12. Identify three types of travelers served by travel agents
13. Describe types of association and corporate meetings.
14. Describe how properties can meet the needs of travelers with disabilities.
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Last Updated October 14, 2008
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