Mar 21, 2023  
2019-2020 Catalog 
2019-2020 Catalog [ARCHIVED CATALOG]

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HOM 203 - Hospitality Sales and Marketing

Credits: 3
3 Lecture Hours

This is a course in the market analysis of media including: space and outdoor advertising, radio, TV, direct mail and other publicity aids. Both in-house and outside selling are discussed. The course topics include affiliations and allied agencies, individual room business, group business and sales incentives such as specialized facilities, food or beverages.
Learning Outcomes
Upon successful completion of the course, the student will:

  1. Compare and contrast the market analysis of media.
  2. Describe selling techniques.
  3. Identify how and when to advertise the hote’s products and services.
  4. Define the marketing concept as it relates to the hospitality industry.
  5. Contemplate and evaluate methods to be used to organize the hotel sales efforts to maximize results.
  6. Illustrate the methods of implementation of internal selling programs to motivate employees and increase revenues and productivity.
Listed Topics
  1. Advertising Techniques
  2. Affiliations and Agencies
  3. Organizational Structure
  4. Communication Skills
  5. Marketing Strategies
  6. Marketing Tools
Reference Materials
Textbook, transparencies.
Approved By: Bullock, Quintin Date Approved: 05/09/2019

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