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Hospitality Sales and Marketing Table of Contents


Table of Content
 

 

Hotel Organization

  • Divisions of a Hotel
  • Front Office
  • Housekeeping Department
  • Maintenance or Engineering Department
  • Food and Beverage Department
  • Accounting Department
  • Sales and Marketing
  • Supporting Departments

Hotel Rooms

  • Types of Hotel Rooms

Front Office

  • Front Office Basics
  • Front Office Operations
  • Guest Cycle
  • Sale Process

Room Reservation

  • Reservation Basics
  • Reservation Activities
  • Factors Affecting Reservation
  • Modes of Payment
  • Types of Hotel Reservation Systems
  • Sources of Reservations
  • Managing Reservations
  • Guest Registration
  • Guest Check Out
  • Payment with Different Payment Modes
  • Revenue Management
  • Yield Management

Theories of Selling

  • “Right Set of Circumstances” Theory Of Selling
  • “Buying Formula” Theory of Selling
  • “Behavioral Equation” Theory

Prospecting, Objection Handling and Closing

  • Prospecting
  • Formulating Prospect Definitions
  • Searching out Potential Accounts
  • Sales Resistance
  • Closing Sales

Sales Forecasting

  • Types of Personal-Selling Objectives
  • Market Potential
  • Analyzing Market Potential
  • Market Indexes
  • Sales Potential and Sales Forecasting
  • Sales Forecasting Methods
  • Qualitative Forecasting Methods
  • Poll of Sales Force Opinion
  • Survey of Customers’ Buying Plans
  • Projection of Past Sales
  • Moving Average Method
  • Regression Analysis
  • Econometric Model Building and Simulation
  • Converting Industry Forecast to Company Sales Forecast

Telesales Process

  • Vaulting the Hurdle
  • Catching the Prospect’s Interest
  • Investigation
  • Making the Sales Presentation
  • Overcoming Objections
  • Closing

Call Preparation

  • Product or Service Knowledge
  • Knowing the Purpose of Each Call
  • Call Scripts

Marketing Strategies

  • Strategic Intent
  • Ansoff’s Product/Market Matrix
  • The Boston Matrix
  • Bowman’s Strategy Clock
  • Generic Strategies – Michael Porter ()
  • The danger of Being ‘Stuck in the Middle’
  • Marketing Control
  • Internal Marketing
  • The Balanced Scorecard
  • Gap Analysis
  • KPI

Sales Promotions

  • The Role of Sales Promotion
  • Sales Promotion Objectives
  • Consumer Sales Promotion Techniques

Implementation of Marketing Plans

  • Marketing Implementation
  • Marketing Action Plan
  • The Marketing Plan Outline
  • Market Segmentation
  • Market Overview
  • Competitive Overview:
  • Writing SWOT
  • Goals and Objectives
  • Strategies
  • Marketing Mix Strategy
  • Place Strategy
  • Scheduling
  • Budgeting
  • Assignment and Implementation
  • Tracking Procedures

Digital Marketing

  • Introduction
  • E-Commerce
  • Search Engine Optimization
  • Social Media
  • Behavioral Targeting
  • Email Marketing
  • Customer Relationship Management



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