| Course Type | Elective Course |
|---|
| Course Level | Master's Degree With Thesis |
|---|
| Year of Study | - |
|---|
| Semester | - |
|---|
| ECTS | 5 |
|---|
| Name of Lecturer(s) |
- |
| Learning Outcomes |
At the end of this course, the students;
- Plans fundamentals of reaching and serving the meeting, convention, conference and trade show market
- students will learn the roles of businesses and groups (planners and suppliers), marketing and sales strategies to different group segments, negotiation and contract development, and after-sales service groups
- Define and illustrate comprehension of key language and concepts relevant to congress sales in a global marketplace
- Cover methods for tracking costs, billing, and measuring event effectiveness.
|
| Mode of Delivery | Face to face |
|---|
| Prerequisites | No |
|---|
| Recommended Optional Programme Components | |
|---|
| Course Description | This course introduces students to the fundamentals of reaching and serving the meeting, convention, conference and trade show market. During this course, students will learn the roles of businesses and groups (planners and suppliers), marketing and sales strategies to different group segments, negotiation and contract development, and after-sales service groups. In addition, this course will cover methods of tracking costs, billing and measuring efficiency. |
|---|
| Course Contents |
| WEEK |
TOPICS |
|
1st Week |
Introduction to meeting, congress, conference and fair events and basic concepts |
|
2nd Week |
The Place and Importance of Events and Congresses in Tourism, General Terms |
|
3rd Week |
Event Types |
|
4th Week |
Important Factors in Event Classification and Event Types |
|
5th Week |
Roles of businesses and stakeholders in meeting, congress, conference and fair events |
|
6th Week |
Reaching and selling to different target groups |
|
7th Week |
Event management service |
|
8th Week |
Midterm |
|
9th Week |
Important Factors in Event Planning |
|
10th Week |
Conceptualization of the Event: Stakeholders, host institution, sponsors, media, participants. |
|
11th Week |
Risk and Financial Management Analyses |
|
12th Week |
Event Presentations |
|
13th Week |
Understanding the Features of Your Product, Especially F&B |
|
14th Week |
HR Related to Sales Personnel Recruitment |
|
| Recommended or Required Reading | Abbey, J.R. (2016). Convention Sales & Service, 9th Edition, Waterbury Press: Las Vegas, NV. |
|---|
| Planned Learning Activities and Teaching Methods |
- Lecture
- Discussion
- Case Study
- Presentation
|
|---|
| Assessment Methods and Criteria |
|
Quantity |
Percentage (%) |
| Mid-term |
1 |
40 |
| Total(%) |
|
40 |
| Contribution of In-term Studies to Overall Grade(%) |
|
40 |
| Contribution of Final Examination to Overall Grade(%) |
|
60 |
| Total(%) |
|
100 |
|
| ECTS Allocated Based on Student Workload |
| Activities |
Quantity |
Duration (Hour) |
Total Workload (Hour) |
| Midterm exam |
1 |
10 |
10 |
| Preparation for Quiz |
|
|
|
| Individual or group work |
|
|
|
| Preparation for Final exam |
3 |
8 |
24 |
| Course hours |
14 |
3 |
42 |
| Preparation for Midterm exam |
1 |
8 |
8 |
| Laboratory (including preparation) |
|
|
|
| Final exam |
1 |
20 |
20 |
| Homework |
|
|
|
| Weekly Articles and Resource Research |
3 |
15 |
45 |
| Total Work Load | 149 |
| Total Work Load / 30 (h) | 4.96 |
| ECTS Credit of the Course | 5 |
|
| Language of Instruction | English |
|---|
| Work Placement(s) | No |
|---|
