Course description
This course has been developed to ensure the student develops a deeper understanding of the critical importance of sales within the context of the hospitality industry.  We will review how sales leadership drives financial success and how sales works in tandem with marketing and operations. A review of the marketing communications mix and hospitality suppliers and buyers provides the foundation to explore personal selling and the sales process. Key areas covered include prospecting, probing and solving, presentations, negotiations, pricing and handling objections, and closing.

Course objectives include real life application of how these sales concepts are used in today’s industry.  Students will learn and practice the 5-step Sales Process and Strategic Selling.  Students will learn the importance of Personal Selling, Sales Management, Sales Systems and Persuasion Skills. A fair amount of time will be spent on reviewing key concepts in Sales Leadership including the power of Emotional Intelligence to impact positively their careers and personal lives.   

Course learning outcomes
To grow student’s knowledge and understanding of successful sales strategies and tactics principles used in the hospitality industry. This will be achieved through a combination of reading assignments, presentations by instructor and students, guest speakers, class discussions, and practical applications.

Course content

Negotiations in Hospitality Sales.

Managing a World Class Sales Organization.

Stakeholder Engagement – Keys to Success.

Advanced Prospecting – Strategies and tactics.

Dynamic selling process – how to use information about your customers values  to tailor your sales strategy and determine the way in which you will deliver information to them.

How to determine Megatrends which impact your top accounts.

Selling to extended stay customers.

Student learning activity
Continuous hands-on activities.  The course will be taught with interactive lectures that require student participation.  It is an Active Learning Course.