Hospitality Sales & Marketing Specialist Program

Price: 
$2,000.00
Category: 
Hospitality & Travel
Combined Hours: 
360
Course Type: 
Mentor Supported
  • Description
  • Objectives
  • Outline
  • Materials
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  • System Requirements
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In today's competitive hospitality market, it is vital to have an understanding of sales and marketing. Our Hospitality Sales & Marketing Specialist program will focus on destination marketing along with other parts of tourism while drawing from the insights of leading sales executives to cover the hospitality sales profession. 

Hospitality Sales and Marketing

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

Hospitality: An Introduction

Hospitality: An Introduction provides a detailed description of the many facets of the Hospitality and Tourism sector, including tours and travel, hotels, restaurants, culinary, casino operations, cruises, and the recreation and leisure industries. Personal profiles of industry leaders highlight the wide range of career opportunities available in the field. This course discusses the Hospitality and Tourism industry's evolution toward increased internationalization and integration. Industry vignettes offer a behind-the-scenes view of real-life job tasks and career success stories. Each module of this course features practical case study scenarios, a description of trends in the field and ways to apply your knowledge. 
 

Prerequisite(s): None

** Course Subject to Change.

Hospitality Sales and Marketing

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: An Introduction

After completing this course, you should be able to:

  • Define the mission and product of hospitality
  • Identify factors to consider when managing lodging
  • Recall the basics of the food service industry and restaurant business and operations
  • Recognize different types of tourism, recreation and entertainment events, functions, and operations related to hospitality industry
  • Identify current trends in hospitality and skills needed for management and leadership roles

Hospitality Sales and Marketing

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.**

Hospitality: An Introduction

Hospitality: An Introduction Module 1
The Hotel Business  

  • Hospitality through the Ages
  • Modern Hospitality Industry
  • Success in Service
  • Hotel Development and Ownership
  • Rating and Classification of Hotels
  • Unusual Hotels and Chains

Hospitality: An Introduction Module 2
Lodging  

  • Rooms Division
  • Management Structure
  • Revenue Management
  • Hotel Food and Beverage
  • Kitchen
  • Food and Beverage Departments

Hospitality: An Introduction Module 3
Restaurant Business

  • Wine and Beer
  • Spirits
  • Nonalcoholic Beverages
  • Bars and Beverage Operations
  • Food Trends and Practices
  • The Menu
  • Classifications of Restaurants

Hospitality: An Introduction Module 4
Restaurant Management and Managed Services

  • Front of the House
  • Back of the House Operations
  • Restaurant Management Financials
  • Managed Services
  • Airlines and Airports
  • Military
  • Schools
  • Health Care Facilities
  • Leisure and Recreation

Hospitality: An Introduction Module 5
Tourism

  • Impact of Transportation on Tourism
  • Tourism in the Twenty-First Century
  • Economic Impact of Tourism
  • Recreation, Leisure, and Wellness
  • Theme Parks
  • Attractions
  • Clubs
  • Non-commercial Recreation

Hospitality: An Introduction Module 6
Gaming Entertainment

  • Evolution of Gambling and Casinos
  • Native American Gaming
  • Hospitality Buffet
  • What is Gambling?
  • Comps
  • Types of Casino Operations
  • Working in a Casino Resort

Hospitality: An Introduction Module 7
Meetings and Special Events

  • Meetings
  • Conventions
  • Expositions Industry
  • Meeting Planning
  • Venues
  • Classifications of Special Events
  • Special Event Organizations

Hospitality: An Introduction Module 8
Leadership and Management  

  • Definitions of Leadership
  • Characteristics of Leaders
  • Transactional Leadership
  • Transformational Leadership
  • Examples of Excellence in Leadership
  • Demands Placed on Leaders
  • Managerial Skills
  • Ethics

Hospitality: An Introduction Module 9
Planning and Organizing

  • Strategic Planning
  • Strategic Management
  • Operational Planning
  • Purpose of Organizing
  • Authority and Responsibility
  • Organizational Design Decisions
  • Teams and Employee Involvement

Hospitality: An Introduction Module 10
Communication and Decision Making

  • Interpersonal Communication
  • Organizational Communication
  • Decision-Making Process
  • How Managers Make Decisions
  • Types of Control
  • Control Process
  • Contingency Plans

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

Ed4Career 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!**

*A few courses still have physical materials.
 

 International Association for Continuing Education and Training (IACET)

Ed4Career has been approved as an Accredited Provider by the International Association for Continuing Education and Training (IACET). In obtaining this accreditation, Ed4Career 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, Ed4Career 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 www.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

 

PC Software Requirements

  • Operating Systems - Windows 7 or higher
  • Microsoft Office 2013 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)
  • The Kindle Reader App or VitalSource Bookshelf App are 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)
  • The Kindle Reader App or VitalSource Bookshelf App are 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