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.
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Course Outline
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
3Semester(s) Course Will Be Offered
Spring
Course Learning Outcomes
- Differentiate the services marketing mix and services sales from that of hard goods marketing and sales.
- Associate hotel and tourism features with their corresponding benefits.
- Formulate and articulate appropriate methods of service recovery.
- Delineate the component parts of an effective sales process including sales prospecting and closing.