The aim of this module is to provide the learner with the key principles of selling and understanding consumer behaviour. It also focuses on its practical application within the hospitality and tourism sector. The sales concepts introduced into this module can provide a foundation for future sales & marketing development and be applied in their business career.
Consumer Behaviour
The Buyer /Seller Relationship and Exchange Process.Unique Aspects of Hospitality & Travel Consumers.Understanding the Role of Intermediaries
Building Customer Loyalty Through Quality
Strategy: Defining Customer Value & Satisfaction.Creating Mutually Beneficial Value Exchanges, Quality Programmes in the Tourism & Hospitality Industry.
The Marketing Plan
Conducting a Marketing Audit; Determining Marketing Objectives, Developing and Implementing Action Plans
Hospitality & Tourism Sales Negotiations / Presentation Skills
What is Negotiation?; Types of Negotiation.Principles of Negotiation.Understanding Situational Negotiation Strategies and Tactics
Hotel Account Management /Professional Sales Skills
Sales Markets; Corporate; Conference; Leisure.Managing your Client Database, Prospect Selection.Planning the Sales Call.Conducting the Sales Call, Establishing Clients Needs & Wants, Presenting Benefits, Handling Objections, Follow Up.
This sales module combines sales theory with practical learning of the sales process, in particular professional sales skills for the hospitality and tourism industry.
| Module Content & Assessment | |
|---|---|
| Assessment Breakdown | % |
| Formal Examination | 70 |
| Other Assessment(s) | 30 |