HOS-220 Hospitality Marketing and Sales

A comprehensive introduction to procedures and practices involved in services marketing and sales, such as: product research; development and packaging; pricing strategies; advertising and branding; marketing research and market evaluation; promotions; customer relationship management; the sales process lead to close; component parts of a sales presentation; converting features to benefits; and hospitality distribution channels. Focus is placed upon marketing cooperation with all other business functions and disciplines.

Credits

3

Lecture Contact Hours

3

Lab Contact Hours

0

Other Contact Hours

0

Department

• Business

Grading Scheme

• Letter

SUNY Gen Ed Credit

• No

Semesters Course Will Be Offered

• Spring

Course Learning Outcomes

1. Differentiate the services marketing mix and services sales from that of hard goods marketing and sales.
2. Associate hotel and tourism features with their corresponding benefits.
3. Formulate and articulate appropriate methods of service recovery.
4. Delineate the component parts of an effective sales process including sales prospecting and closing.

View Course Outline

HOS 220: Hospitality Marketing and Sales

Department

Business

Course Description

A comprehensive introduction to procedures and practices involved in services marketing and sales, such as: product research; development and packaging; pricing strategies; advertising and branding; marketing research and market evaluation; promotions; customer relationship management; the sales process lead to close; component parts of a sales presentation; converting features to benefits; and hospitality distribution channels. Focus is placed upon marketing cooperation with all other business functions and disciplines.

Credit Hours

3

Contact Hours

Lecture	3
Lab	0
Other	0

Grading Scheme

Letter

Semester(s) Course Will Be Offered

Spring

Course Learning Outcomes

1. Differentiate the services marketing mix and services sales from that of hard goods marketing and sales.
2. Associate hotel and tourism features with their corresponding benefits.
3. Formulate and articulate appropriate methods of service recovery.
4. Delineate the component parts of an effective sales process including sales prospecting and closing.