Hospitality Sales & Advertising

Faculty
Commerce & Business Administration
Department
Hospitality Management
Course Code
HOSP 2415
Credits
3.00
Semester Length
15 Weeks X 4 Hrs per week = 60 Hours
Max Class Size
35
Method Of Instruction
Lecture
Seminar
Typically Offered
To be determined
Campus
Online

Overview

Course Description
This course deals with the personal sales, media advertising, publicity and communication mix in a hospitality organization. Material will center on personal sales strategies, managing a sales office in a large hospitality business and deploying the sales force to attract group markets. As well advertising strategies will be covered including the relationship between advertising agencies and the hospitality firm and the selection of the appropriate creative, medium or vehicle to communicate the message to the target audiences.
Course Content
  1. Hospitality Direct Sales techniques including:
    • Partnering  and building professional relationships;
    • Communication styles;
    • Buyer behaviour;
    • Prospecting and pre approaching;
    • Translating features into benefits. planning and executing the presentation;
    • Handling objections;
    • Closing the sale;
    • Servicing the sale;
    • Selling ethics;
    • Management of self and employing of technology for increased effectiveness;
    • Recruiting Sales Professionals;
    • Hard vs. Soft selling;
  2. Staffing and operating a sales office in a large hotel, resort or other hospitality business;
  3. Developing an effective advertising and public relations plan for a hospitality business;
  4. Selecting advertising agencies;
  5. Differentiating advertising medium and vehicles to target markets;
  6. Using public relations as an effective part of an advertising plan;
  7. Creating print ads for target markets.
Methods Of Instruction

The course will be delivered through lectures, readings, case analysis, role-play, guest speakers and industry study. Delphi Sales Management Software will be introduced and used where appropriate.

Means of Assessment
Participation           10%
Interactive Presentations    30% - 40%
Group Assignments 20% - 30%
Examination(s) 20% - 40%
Total         100%

STUDENTS MUST COMPLETE ALL COMPONENTS OF THE COURSE TO OBTAIN CREDIT FOR THE COURSE.

STUDENTS MUST OBTAIN 50% OR BETTER ON THE EXAMINATION COMPONENET OF THE ASSESSMENTS TO RECEIVE A PASSING GRADE.

Students may conduct research as part of their coursework in this class. Instructors for the course are responsible for ensuring that student research projects comply with College policies on ethical conduct for research involving humans, which can require obtaining Informed Consent from participants and getting the approval of the Douglas College Research Ethics Board prior to conducting the research.

Learning Outcomes

At the end of the course the successful student should be able to:

  1. Demonstrate effective personal sales techniques including: developing and qualifying sales leads; developing and delivering an effective sales presentations; anticipating and dealing with objections to advance the sale; closing the sale; and having a plan to follow-up and service the sale;
  2. Design and staff a sales office and develop a sales force deployment strategy for a large hospitality business, hotel or resort;
  3. Design an effective advertising and public relations plan for a hospitality business;
  4. Create an effective press release;
  5. Select an advertising and PR agency;
  6. Create a print ad template;
  7. Communicate the relationship between the advertising plan and the overall marketing plan.
Textbook Materials

Textbooks and Materials to be Purchased by Students will be selected from:

A selection will be made from the following:

Hospitality Sales Selling Smarter Siguaw, J.A., D.C. Bojanic, Latest Edition. Thomson Delmar

and/or

Heads in Beds, Hospitality and Tourism Marketing, Ivo, R., Latest Edition.  Pearson Prentice Hall

Requisites

Prerequisites

HOSP 1115 AND HOSP 1325 or MARK 1120 or currently active in the:
PDD in Hospitality Management or 
PDD Hospitality Marketing or
PBD Hospitality Services Management.

Corequisites

No corequisite courses.

Equivalencies

Courses listed here are equivalent to this course and cannot be taken for further credit:

  • No equivalency courses

Requisite for

HOSP 2455 (may be taken as a corequisite)

Course Guidelines

Course Guidelines for previous years are viewable by selecting the version desired. If you took this course and do not see a listing for the starting semester / year of the course, consider the previous version as the applicable version.

(Current)

Course Transfers

Institution Transfer Details Effective Dates
Camosun College (CAMO) CAMO HMGT 101 (5) 2013/01/01 to -
Capilano University (CAPU) CAPU TOUR 205 (3) 2016/05/01 to -
Capilano University (CAPU) CAPU TOUR 212 (3) 2012/01/01 to 2016/04/30
Langara College (LANG) LANG MARK 1XXX (3) 2011/09/01 to -

Course Offerings

Summer 2021

There aren't any scheduled upcoming offerings for this course.