Hospitality is the relationship between a guest and a host, wherein the host receives the guest with goodwill, including the reception and entertainment of guests, visitors, or strangers.

Sales and marketing manager in the hospitality industry plays the vital role of increasing revenues by marketing and promotional activities to better utilize accommodation, F&B, meeting and leisure facilities.


Why should one take Hospitality Sales and Marketing Certification?

This course is intended for professionals and graduates wanting to excel in their chosen areas. It is also well suited for those who are already working and would like to take certification for further career progression.


Earning Vskills Hospitality Sales and Marketing Certification can help candidate differentiate in today's competitive job market, broaden their employment opportunities by displaying their advanced skills, and result in higher earning potential.

Who will benefit from taking Hospitality Sales and Marketing Certification?

Job seekers looking to find employment in sales or marketing departments of various hospitality companies, students generally wanting to improve their skill set and make their CV stronger and existing employees looking for a better role can prove their employers the value of their skills through this certification. 


Apply for Hospitality Sales and Marketing Certification

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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
“Exam scheduling to be done through user account” / “Exam once scheduled cannot be cancelled”
Date of Examination
07-Mar-2020
08-Mar-2020
21-Mar-2020
22-Mar-2020
04-Apr-2020
05-Apr-2020
18-Apr-2020
19-Apr-2020
02-May-2020
03-May-2020
16-May-2020
17-May-2020
06-Jun-2020
07-Jun-2020
20-Jun-2020
21-Jun-2020
04-Jul-2020
05-Jul-2020
18-Jul-2020
19-Jul-2020
Examination Time
01:00 PM - 02:00 PM
02:30 PM - 03:30 PM
04:00 PM - 05:00 PM
05:30 PM - 06:30 PM
10:00 AM - 11:00 AM
11:30 AM - 12:30 PM

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Tags: Hospitality Sales and Marketing