This course applies a case study approach to prepare students for consultative selling in the hospitality industry. The course includes a variety of workplace selling scenarios and a running theme of relationship management to help learners relate sales management decisions to a company’s success. Course topics include prospecting clients, establishing a sales relationship, discovering buying conditions and offering a sales solution.
Prerequisites
Course type
This course is offered as part of a VCC program and cannot be taken individually.
International students: Eligibility is determined at the program level. Visit the program page for international student requirements and application information.
- Sales communication skills
- Consultative sales techniques
- Establishing selling relationships
- Industry trends in room and meeting business
- Critical thinking and problem solving techniques
- Successful meeting / convention
To learn more about the PLAR pathways for this course review the Hospitality Management Diploma Program Content Guide.
Course schedules
Select your program to see the available course schedules.
| CRN# | Duration | Delivery | Location | ||
|---|---|---|---|---|---|
| 72280 |
September 8, 2026 to December 18, 2026 |
Lecture Lab |
VCC Downtown Campus | See full schedule | |
| 72289 |
September 8, 2026 to December 18, 2026 |
Lecture Lab |
VCC Downtown Campus | See full schedule | |
| 72301 |
September 8, 2026 to December 11, 2026 |
Lecture | VCC Downtown Campus | See full schedule | |
| 72305 |
September 8, 2026 to December 11, 2026 |
Lecture | VCC Downtown Campus | See full schedule | |
| 72309 |
September 8, 2026 to December 11, 2026 |
Lecture | VCC Downtown Campus | See full schedule |
Online courses listed without scheduled meeting times can be completed on your own schedule. All self-paced courses have on-campus tests. Off-site certified invigilation centres may be used at the student's expense.
| CRN# | Duration | Delivery | Location | ||
|---|---|---|---|---|---|
| 41924 |
January 4, 2027 to April 16, 2027 |
Lecture | VCC Downtown Campus | See full schedule | |
| 41926 |
January 4, 2027 to April 16, 2027 |
Lecture | VCC Downtown Campus | See full schedule |
Online courses listed without scheduled meeting times can be completed on your own schedule. All self-paced courses have on-campus tests. Off-site certified invigilation centres may be used at the student's expense.
| CRN# | Duration | Delivery | Location | ||
|---|---|---|---|---|---|
| 62181 |
August 10, 2026 to December 7, 2026 |
Lecture | Off Site | See full schedule |
Online courses listed without scheduled meeting times can be completed on your own schedule. All self-paced courses have on-campus tests. Off-site certified invigilation centres may be used at the student's expense.
How to take this course
This course is offered as part of a VCC program only.
Contact us
If you have any questions, please email at [email protected].
† This information is intended as a guideline only. Program and course details are subject to change with the approval of VCC's Board of Governors.