HMG60000 - Sales Management for Hospitality

(3 units)

This course covers topics related to sales and services in the hospitality industry. Objectives include understanding the sales process, sales planning, relationship between sales, marketing and collaterals as well as theories and concepts about managing the sales function to attain marketing objectives. Students learn concepts in sales techniques, planning, and performance measurement. Practical and applied exercises or case studies are utilized for examining applied aspects of the sales cycle in the hospitality industry. In addition to the classroom instruction, students are required to get real-World experience through a practicum in an approved organizational setting for 100 - 160 hours. However, if a student is unable to secure a practicum site, another option such as a project will be made available to them to ensure they meet the course requirements through an applied project designed with the instructor. (International students need to meet their international student advisor for details).