sales syllabus fall 2014 final
Course Syllabus
Fall 2014
COLLEGE: College of Management
SCHOOL: School of Hospitality
COURSE TITLE: Hospitality Sales & Meeting Management
COURSE NUMBER: HOSP 2011
CRN#: 12824 Monday and Wednesday
QUARTER CREDIT HOURS: 4.5
PREREQUISITE(S): FSM 3001, HOSP1008, TRVL2040
PROFESSOR NAME: Sharene Reed, Associate Professor
OFFICE LOCATION: Academic Center, Hospitality College, Office 227
OFFICE PHONE: 303-256-9576
OFFICE FAX: 303-256-9371
EMAIL ADDRESS: sreed@jwu.edu
OFFICE HOURS: Monday and Wednesday from 10:30am-11:30am
CLASS MEETS: Monday and Wednesday from 11:40am-1:35pm
CLASSROOM: Refer to your “detail schedule” at http://www.link.jwu.edu
Course Description:
This course is designed to familiarize the student with the scope of sales and meeting management within the hospitality industry. The reciprocal relationship between selling and service is presented within the context of hospitality marketing practices.
Course Objectives:
Upon completion of the course, the student should be able to:
1 Evaluate the needs of market segments and individual organization and match those needs with an appropriate hospitality products or service.
2 Critique various types of sales and marketing communication, including personal selling, advertising and public relations.
3 Describe the roles and the expertise required in the various service departments of a hospitality facility.
4 Discuss the size, scope and importance of high volume business segments.
5 Describe the development and implementation of a sales and marketing plan
Course Outline: 1 Definition and scope of the meetings market
2 Associations
3 Corporations
4 Miscellaneous markets
5 Meeting planning
6 Meeting sales and service
7 Sales and services organization
8 Communicating with the customer
9 Serving the group
10 Catered functions and special, events
11 Meeting technology
12 Ancillary activities
Required Textbook: Convention Sales and Services 8th edition, Astroff & Abbey, 2010, Waterbury Press, ISBN
Fall 2014
COLLEGE: College of Management
SCHOOL: School of Hospitality
COURSE TITLE: Hospitality Sales & Meeting Management
COURSE NUMBER: HOSP 2011
CRN#: 12824 Monday and Wednesday
QUARTER CREDIT HOURS: 4.5
PREREQUISITE(S): FSM 3001, HOSP1008, TRVL2040
PROFESSOR NAME: Sharene Reed, Associate Professor
OFFICE LOCATION: Academic Center, Hospitality College, Office 227
OFFICE PHONE: 303-256-9576
OFFICE FAX: 303-256-9371
EMAIL ADDRESS: sreed@jwu.edu
OFFICE HOURS: Monday and Wednesday from 10:30am-11:30am
CLASS MEETS: Monday and Wednesday from 11:40am-1:35pm
CLASSROOM: Refer to your “detail schedule” at http://www.link.jwu.edu
Course Description:
This course is designed to familiarize the student with the scope of sales and meeting management within the hospitality industry. The reciprocal relationship between selling and service is presented within the context of hospitality marketing practices.
Course Objectives:
Upon completion of the course, the student should be able to:
1 Evaluate the needs of market segments and individual organization and match those needs with an appropriate hospitality products or service.
2 Critique various types of sales and marketing communication, including personal selling, advertising and public relations.
3 Describe the roles and the expertise required in the various service departments of a hospitality facility.
4 Discuss the size, scope and importance of high volume business segments.
5 Describe the development and implementation of a sales and marketing plan
Course Outline: 1 Definition and scope of the meetings market
2 Associations
3 Corporations
4 Miscellaneous markets
5 Meeting planning
6 Meeting sales and service
7 Sales and services organization
8 Communicating with the customer
9 Serving the group
10 Catered functions and special, events
11 Meeting technology
12 Ancillary activities
Required Textbook: Convention Sales and Services 8th edition, Astroff & Abbey, 2010, Waterbury Press, ISBN
References: Hospitality Sales and Advertising, 3rd. Ed. James R. Abbey Educational Institute, 1999. Managing Convention and Group Business: Lenard H. Hoyle, David C. Dorf, Thomas J.A. Jones. 1998.