HTM 127 Selling in Hospitality and Tourism

Lecture Hours: 4
Credits: 4

Focuses on learning how to sell services for a hospitality or tourism based business and how consumer use of the Internet impacts purchase decisions. Analyzes the different selling strategies used by the industry.

Student Learning Outcomes:

Identify five key decisions involved in marketing hospitality and tourism.
Outline the sales cycle.
Explain how to classify potential buyers, their needs and motivations.
Discuss key sources needed when selling hospitality and tourism products.
Explain key principles for evaluating a hospitality and tourism product.
Describe customer service from the buyer’s and seller’s point of view.
Identify key characteristics of industry professionalism.
Describe forces and trends that are reshaping the industry.

Content Outline

Sales and Service in the Hospitality and Tourism Industry
Understanding the Buyer
Understanding the Product
Sales Cycle: Getting Information
Sales Cycle: Giving Information
Selling with Technology
Focusing on Customer Service
Maintaining Professional Standards
Building Sales and Marketing Skills for the Future