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.