Hospitality Sales and Marketing

The Hospitality Sales and Marketing course is designed to provide students with accurate and authoritative information as well as a basic understanding of sales and marketing in the hospitality industry. Students will be introduced to proven marketing strategies and examine how these strategies are successfully implemented in marketing the hospitality services of hotels, motels and resorts.

What you will learn:
Upon completion of this course, you will be able to:

  • Distinguish marketing from sales and identify trends that affect marketing and sales in the hospitality industry.
  • Identify and describe the key steps of a marketing plan.
  • Summarize the duties and responsibilities of positions typically found in a hotel marketing and sales office.
  • Describe the five steps of a presentation sales call.
  • Explain the basics of effective telephone communication and describe various types of outgoing and incoming telephone calls related to the marketing and sales function.
  • Describe internal marketing and sales.
  • Explain the role of advertising, public relations, and publicity in reaching prospective guests.
  • Summarize how hospitality properties are meeting the needs of business travelers.
  • Explain how hotels are meeting the needs of leisure travelers.
  • Describe travel agencies and the travelers they serve.
  • Summarize how hotels market and sell to meeting planners.
  • Identify considerations for marketing hospitality products and services to international travelers and other special segments such as honeymooners, sports teams, and government travelers.
  • Summarize trends affecting the food and beverage industry, and describe positioning strategies and techniques for restaurants and lounges.
  • Explain how hotels market and sell catered events and meeting rooms.

  • Course Textbook:
    Hospitality Sales and Marketing - Fifth Edition – 472 C
    James R. Abbey
    ISBN: 978-0-86612-325-9 American Hotel & Lodging Educational Institute

    1 - Introduction to Hospitality Marketing and Sales
    2 - The Marketing Plan: The Cornerstone of Sales
    3 - Managing the Marketing and Sales Office
    4 - Personal Sales
    5 - Telephone Sales
    6 - Internal Marketing and Sales
    7 - Advertising and Public Relations
    8 - Marketing to Business Travelers
    9 - Marketing to Leisure Travelers
    10 - Marketing to Travel Agents
    11 - Marketing to Meeting Planners
    12 - Marketing to Special Segments
    13 - Marketing Restaurants and Lounges
    14 - Marketing Catered Events and Meeting Rooms

    Final Exam is administered by Proctor – Students receive EI certificate upon successful completion of EI-graded final exam.

    The content of this course outline is subject to changes. Material may be added or deleted from courses. Course content is revised on an ongoing basis to ensure relevance and accuracy of information. The instructor will notify students of changes as soon as possible. The course schedule may also need to be adjusted from time to times. In all cases content will be equal to or greater than the original.

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