This course provides a comprehensive review of the sales process in the hospitality industry. Students will learn the nature and structure of the hospitality sales force, as well as steps in prospecting, communication, negotiation, and customer relationship management. The topics to be covered include the responsibilities of sales professionals, selling process and techniques, creating sales strategies, contracts, budgeting, and managing accounts. Students will also gain knowledge about the various sales channels used in the industry, including direct sales, online sales, and group sales.
Continuing Education Units (CEU) :