vcc.ca
HOSP 2660: Hospitality Sales Management
Effective date
September 2023
Department
Hospitality Management
School
Hospitality, Food Studies and Applied Business
Description
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.
Credits
3.0
Year of study
2nd Year Post-secondary
Prerequisites
None
Corequisites
None
Course Learning Outcomes
Upon successful completion of this course, students will be able to:
- Adapt selling techniques to various communications styles.
- Examine the value of being a product expert.
- Apply conversational strategies that establish selling relationships.
- Apply the use of questions to discover guest needs.
- Apply specific methods of managing objections.
- Apply specific methods of closing the sale.
- Create effective sales documents.
Prior Learning Assessment & Recognition (PLAR)
To learn more about the PLAR pathways for this course review the Hospitality Management Diploma Program Content Guide.
Hours
Lecture, Online, Seminar, Tutorial: 45
Total Hours: 45
Total Hours: 45
Instructional Strategies
Instruction involves interactive lectures, presentations, role plays and peer feedback. Learning will be enhanced through a variety of interactive classroom and collaborative activities. The interactive and practical exercises give students the opportunity to take an active role and learn by doing.
Grading System
Letter Grade (A-F)
Passing grade
D (50%)
Evaluation Plan
|
Type |
Percentage |
Assessment activity |
|
Assignments |
30 |
Written assignments |
|
Portfolio |
10 |
|
|
Assignments |
45 |
Oral presentations and assignments |
|
Participation |
15 |
|
Course topics
- 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
Notes:
- Course contents and descriptions, offerings and schedules are subject to change without notice.
- Students are required to follow all College policies including ones that govern their educational experience at VCC. Policies are available on the VCC website at:
https://www.vcc.ca/about/governance--policies/policies/. - To find out if there are existing transfer agreements for this course, visit the BC Transfer Guide at https://www.bctransferguide.ca.