Hospitality Sales and Marketing

Hospitality Sales

Course Hours: 
180
Price: 
$1,000.00
Course Type: 
Mentor Supported
  • Description
  • Objectives
  • Outline
  • Materials
  • Approvals
  • System Requirements

In today’s competitive hospitality market, understanding sales and marketing is essential to succeed in the hospitality business. Our Hospitality Sales and Marketing course provides an in-depth look at established marketing themes unique to the hospitality world. The content draws upon practical experiences and new trends related to customer relationship management, advertising, social media, and technology. This course explores customer behavior, market segments, pricing strategies, selling techniques, and ways sales professionals can tailor their approach to the buyer’s unique perception of value. 

Prerequisite(s): None

After completing this course, you should be able to:

  • Identify the concepts of the marketing mix, sustainability, and market segmentation
  • Recall the importance of developing a concrete marketing plan and pricing strategy
  • Recognize how to effectively develop, plan, and manage products
  • Recall the basics of supply chain management and e-commerce
  • Identify the importance of communication in sales, social media, public relations, and personal selling techniques

 

Hospitality Sales and Marketing Module 1
Introduction to Hospitality Marketing and Sustainability

  • The Marketing Mix
  • Services Marketing
  • Destination Marketing
  • Service Trends Affecting the Hospitality & Tourism Industry
  • External Environment
  • Sustainable Development
  • Managing for Sustainability

Hospitality Sales and Marketing Module 2
Hospitality Consumers and Market Segmentation 

  • Consumer Decision-Making Model
  • Consumer Problem-Solving Processes
  • Consumer Problem-Solving Techniques
  • Organizational Buyer Behavior
  • Segmentation Variables
  • Market Segmentation Strategies
  • Positioning the Product-Service Mix

Hospitality Sales and Marketing Module 3
Developing a Marketing Plan

  • Marketing Plans
  • Strategic Marketing
  • Tactical Marketing
  • Marketing Planning Process
  • Sales Forecasting
  • Quantitative Forecasting Techniques

Hospitality Sales and Marketing Module 4
Marketing Decisions and Pricing Strategy 

  • Sources of Marketing Information
  • Marketing Research Process
  • Destination Research
  • Ethical Issues in Marketing Research
  • Factors that Affect Pricing Decisions
  • Broad Pricing Strategies
  • Pricing Techniques & Procedures
  • Segmented Pricing
  • Revenue Management
  • Pricing Law & Ethics

Hospitality Sales and Marketing Module 5
Developing and Managing New Products/Services

  • Planning for New Products
  • Organizing for New Product Planning
  • New Product Development Process
  • Identifying Products and Services
  • Destination Product Development
  • Product Life Cycle
  • Resource Allocation Models and Applications
  • Managing in the Service Environment
  • Techniques to Assess Customer Satisfaction

Hospitality Sales and Marketing Module 6
Supply Chain Management and Electronic Commerce

  • Distribution Strategy
  • Channel Management
  • Franchising
  • Electronic Commerce Strategy
  • Internet Strategies
  • Search Engine Optimization

Hospitality Sales and Marketing Module 7
Marketing Communications, Advertising, and Social Media 

  • Managing the Promotion Mix
  • Managing the Advertising Function
  • Planning & Evaluating Advertising Campaigns
  • Criticisms of Advertising
  • Developing Media Plans
  • Print Media
  • Broadcast Media
  • Direct Mail
  • Support Media
  • Social Media

Hospitality Sales and Marketing Module 8
Sales Promotions, Public Relations, and Personal Selling 

  • Types of Sales Promotions
  • Push and Pull Promotions
  • Merchandising
  • Selling to Group Markets
  • Personal Selling Process
  • Personal Selling Tools
  • Ethical Issues in Personal Selling

**Outlines are subject to change, as courses and materials are updated.**

Ed4Online is committed to being both environmentally conscious and making it easier for you to study! We’re making your education mobile! All of our textbooks are now provided as eTextbooks. You can access them on your laptop, tablet, or mobile device and can study anytime, anywhere.

The move away from physical books to eTextbooks means you get the latest, most up-to-date version available. This also makes your training more accessible, so you can study anywhere you have your phone or tablet. The best part is that all materials are included in your training cost so there are NO extra fees for books!

 International Association for Continuing Education and Training (IACET)

Ed4Online has been approved as an Accredited Provider by the International Association for Continuing Education and Training (IACET). In obtaining this accreditation, Ed4Online has demonstrated that it complies with the ANSI/IACET Standard which is recognized internationally as a standard of good practice. As a result of the Accredited Provider status, Ed4Online is authorized to offer IACET CEUs for courses and programs that qualify under the ANSI/IACET Standard.

The Continuing Education Unit (CEU) was created by IACET as a measurement of continuing education. One (1) IACET CEU is equal to ten (10) contact hours of participation in an organized continuing education experience under responsible sponsorship, capable direction, and qualified instruction. Under IACET's care, the IACET CEU has evolved from a quantitative measure to a hallmark of quality training and instruction. For more information on IACET, visit iacet.org.

Internet Connection

  • Broadband or High-Speed - DSL, Cable, and Wireless Connections

*Dial-Up internet connections will result in a diminished online experience. Classroom pages may load slowly and viewing large audio and video files may not be possible.

 

Hardware Requirements

  • Processor - 2GHz Processor or Higher
  • Memory - 1 GB RAM Minimum Recommended

While our courses are accessible through multiple mobile learning platforms, some courses may include a CD or DVD with the Textbook, so you may need access to a computer with CD-ROM or DVD Drive.

 

PC Software Requirements

  • Operating Systems - Windows 7 or higher
  • Microsoft Office 2007 or higher. Also, you could use a general Word Processing application to save and open Microsoft Office formats (.doc, .docx, .xls, .xlsx, .ppt, .pptx)
  • Internet Browsers - Google Chrome is highly recommended
    • Cookies MUST be enabled
    • Pop-ups MUST be allowed (Pop-up Blocker disabled)
  • Kindle Reader App is needed for many of our courses (No special equipment needed. This can be downloaded for FREE onto your computer.)
  • PowerPoint Viewer (if you do not have PowerPoint)
  • Adobe PDF Reader
  • QuickTime, Windows Media Player &/or Real Player

 

MAC Software Requirements

  • Operating Systems - Mac OS x 10 or higher with Windows
  • Mac office programs or a Word Processing application to save and open Microsoft Office formats (.doc, .docx, .xls, .xlsx, .ppt, .pptx)
  • Internet Browsers- Google Chrome is highly recommended
    • Cookies MUST be enabled
    • Pop-ups MUST be allowed (Pop-up Blocker disabled)
  • Kindle Reader App is needed for many of our courses (No special equipment needed. This can be downloaded for FREE onto your computer.)
  • PowerPoint Viewer (if you do not have PowerPoint)
  • Adobe PDF Reader
  • Apple QuickTime Media Player
  • Courses that include a CD-ROM or DVD may require an external drive and Parallels software to view.
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