Information Package
baskent.edu.tr

Hospitality Management International Joint Master's Program with Thesis

HMAN525

SALES MANAGEMENT IN THE TOURISM INDUSTRY

Course Code
HMAN525
Semester
-
Theory+Practice
3 + 0
ECTS
5
Course TypeElective Course
Course LevelMaster's Degree With Thesis
Year of Study-
Semester-
ECTS5
Name of Lecturer(s) -
Learning Outcomes

At the end of this course, the students;

  1. Plans sales activities. Uses verbal and non-verbal communication tools in sales.
  2. Integrate and demonstrate the characteristics of an effective sales presentation
  3. Define and illustrate comprehension of key language and concepts relevant to hospitality sales in a global marketplace
  4. Able to make decisions regarding the sales activities of the enterprises.
  5. Interprets the legislation on consumer protection
Mode of DeliveryFace to face
PrerequisitesNo
Recommended Optional Programme Components
Course DescriptionIn the Sales Management in the Tourism Industry course, the necessary conceptual information for the planning of the sales activity within the scope of the tourism sector and the realization of the effective sales presentation is transferred to the students. The course focuses on the basic language and concepts related to accommodation sales in the global market. At the end of this course, students will be able to make decisions regarding the sales activities of businesses and interpret the legislation on consumer protection.
Course Contents
WEEK TOPICS
1st Week Buying and Selling: An Overview
2nd Week Welcoming Customers: Needs Assessment
3rd Week Travel Research and Sales Presentations
4th Week Techniques for Increasing Sales
5th Week Working with the Group Markets - The Travel Agent and Leisure Travel Market
6th Week Sales Planning and Sales Calls-Hospitality Sales Training
7th Week Attributes of Successful Sales Persons
8th Week Midterm
9th Week Helpful Tips for Hotel Sales Staff
10th Week Action Plans for Marketing and Sales
11th Week Working on Contracts for Groups
12th Week A Professional Approach to Hospitality Sales along with Networking
13th Week Understanding the Features of Your Product, Especially F&B
14th Week HR Related to Sales Personnel Recruitment
Recommended or Required Reading
Planned Learning Activities and Teaching Methods
  • Lecture
  • Discussion
  • Case Study
  • Project
  • Presentation
Assessment Methods and Criteria
ECTS Allocated Based on Student Workload
Activities Quantity Duration (Hour) Total Workload (Hour)
Midterm exam 1 8 8
Preparation for Quiz
Individual or group work 7 7 49
Preparation for Final exam 3 6 18
Course hours 14 3 42
Preparation for Midterm exam 1 8 8
Laboratory (including preparation)
Final exam 1 15 15
Homework
Weekly Articles and Resource Research 1 5 5
Total Work Load145
Total Work Load / 30 (h)4.83
ECTS Credit of the Course5
Language of InstructionEnglish
Work Placement(s)No

Programme Qualifications / Learning Outcomes

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