The Certified Hospitality Sales and Marketing Professional certification identify the marketing and revenue management skills the candidate possesses. Sales and marketing manager in the hospitality industry represents a vital role in increasing revenues by marketing and promotional activities to better utilize accommodation, F&B, meeting, and leisure facilities. The Vskills Certified Hospitality Sales and Marketing Professional certificate prove that the candidate has such relatable knowledge and skills.
Exam Overview
The Vskills Certified Hospitality Sales and Marketing Professional course is reserved for professionals and graduates aspiring to excel in their preferred 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.
Vskills being India’s largest certification provider gives candidates access to top exams as well as provides after exam benefits. This includes:
- Become Government Certified Professional!
- The Certification is valid for life.
- Candidates will get lifelong e-learning access.
- Access to free Practice Tests.
- Candidates will get tagged as ‘Vskills Certified’ On Monsterindia.com and ‘Vskills Certified’ On Shine Shine.com.
Exam Details
- Exam Duration: 60 minutes
- Vskills Exam Code: VS-1564
- Number of questions: 50
- Maximum marks: 50
- Passing marks: 25 (50%)
- Exam Mode: Online
- There is NO negative marking in this module.
Course Outline
Vskills Certified Hospitality Sales and Marketing Professional exam covers the following topics –
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
Preparation Guide
Candidates brewing for the Certified Hospitality Sales and Marketing Professional exam should recognize the importance of exam resources. During the exam preparation, it is important to get all the necessary exam study sources. This will provide the benefit to understand the concepts and meaning more precisely. In the preparation guide, we will review some of the most significant resources to help the candidate prepare well for the exam.
Exam Objectives
For every examination, the first task should be to get all the exam relevant details including the important contents and its topic. With complete exam objectives, the candidate’s exam preparation time is better spent because they already know what to study. For this exam, the topics include:
- Hotel Organization
- Hotel Rooms
- Front Office
- Room Reservation
- Theories of Selling
- Prospecting, Objection Handling, and Closing
- Sales Forecasting
- Telesales Process
- Call Preparation
- Marketing Strategies
- Sales Promotions
- Implementation of Marketing Plans
- Digital Marketing
Vskills Online Learning Material
Vskills provides candidates a way to prepare for the exam using the online learning material for existence. The online material for this is regularly updated. Moreover, e-learning is bundled with hard copy material which encourages candidates to enhance and update the learning curve for superior and better opportunities. The candidate can also download the sample chapter for the Certified DTP Operator exam.
Books for Reference
The next step in the preparatory guide should be books and study guides. The candidate needs to find those books which are enriched with information. Finding a good book may be a difficult task, but in order to gather knowledge and skills, the candidate has to find, read, and understand. We recommend the following:
- Hospitality Sales and Marketing by James R. Abbey and Ph. D.
- Hospitality Sales and Marketing, 5th Edition by James R. Abbey
Practice Test
Practice tests are the one who ensures the candidate about their preparation for the exam. The practice test will help the candidates to acknowledge their weak areas so that they can work on them. There are many practice tests available on the internet nowadays, so the candidate can choose which they want. Try the practice test here!
