Call Us Today! 1-888-514-8944

Let us help you find the funding
that’s right for you today.
Call 1-888-514-8944

or For more information click here.

Hospitality Sales & Marketing Specialist Program

Hospitality CoursesProgram Duration: 6 Months
Course Contact Hours: 410
Student Tuition: $4,800.00

In today’s challenging hospitality industry, it is important to have a knowledge of sales and marketing. Our Hospitality Sales & Marketing Specialist program will concentrate on destination marketing in addition to other parts of tourism while drawing from the insights of leading sales executives to cover the hospitality sales profession.

The Outlook
Employment of lodging managers is expected to expand 8 percent from 2010 to 2020, slower incomparison to the standard for most occupations. In spite of anticipated growth in tourism and travel, fewer managers will be required as the login industry shifts to building more limited service hotels and fewer full-service properties that have various divisions to manage.

Hospitality Sales


Gathering from the thoughts of leading sales executives, Hospitality Sales deals with the changing hospitality sales profession, including the three emerging selling roles and when to use them. Transactional selling, consultative selling, and alliance selling are special approaches that salespeople use depending on situational factors. These hospitality courses examine customer motives and how sales professionals can customize their approach to the buyer’s perception of value. This Hospitality Sales course will help you comprehend the new world of buyer-seller partnerships and prosper in each and every sales situation.

After completing our hospitality courses, you should have the ability to:

  • Comprehend the basics of the hospitality industry.
  • Determine elements impacting the buyer-seller relationship.
  • Determine the steps for talking to as well as negotiating with the buyer.
  • Determine the steps for developing a proposal and executing after the sale.
  • Determine the steps for taking care of your career as a sales professional.

Hospitality: An Introduction


Hospitality: An Introduction provides an in-depth summary of the numerous aspects of the Hospitality and Tourism industry, including tours and travel, hotels, restaurants, culinary, casino operations, cruises, and the recreation and leisure industries. Personal profiles of industry leaders feature the large range of career possibilities available in the field. This training program explains the Hospitality and Tourism industry’s advancement toward amplified internationalization and integration. Industry vignettes provide a behind the curtain perspective of real-life job tasks and career success stories. Every module in this course includes practical case study situations, including business and social attitude comparatives, marketing and advertising messaging, financial modeling, and also competitive analysis formulation.

After finishing our hospitality courses, you will have the ability to:

  • Describe the mission and product of hospitality.
  • Identify elements to consider when managing lodging.
  • Understand the basics of hospitality and the food service industry.
  • Identify events, functions, and operations associated with hospitality industry.
  • Determine current trends in hospitality and its path down the road.

Hospitality & Travel Marketing


Hospitality & Travel Marketing

This Hospitality & Travel Marketing training program has a Global orientation, and whole industry coverage of hospitality and tourism. A concentration on destination marketing and additional elements of tourism, together with case examples from around the works, deal eith the need for international experience in industry. The material draws upon functional experience in the hospitality and travel marketing industry, in addition to experience from around the globe including the USA, Canada, Europe, Asia, and Australia. Hospitality and Travel Marketing reflects all the most recent trends in the field, including Web marketing and e-commerce, loyalty marketing, brand extension marketing, and destination marketing.

Prerequisite(s): None

Hospitality & Travel Marketing
After finishing this program, you will be able to:

  • Describe the core principles of marketing.
  • Identify the steps for evaluating customer behavior, the situation and the market.
  • Identify the steps for preparing and developing a marketing strategy.
  • Identify the steps for carrying out a marketing strategy.
  • Understand standards for controlling marketing and evaluating success.

Hospitality Sales


Hospitality Sales Module 1
Understanding Hospitality Sales

  • Foundations of Success
  • A Vital Role in Our Economy
  • Traits of Successful Salespersons
  • Rewards of a Hospitality Sales Career
  • Getting Started in Your Sales Career
  • Hospitality Industry Buyers and Sellers
  • What It Take to Be a Success
  • Creating Mutually Beneficial Value Exchange
  • The Rise of Micromarketing
  • Selling, Exchange & Value
  • How is it Related to Value Exchange
  • Quality Customer Satisfaction Models
Read Full Course Outline
Hospitality Sales Module 2
Buyer-Seller Relationships

  • Changing Perceived Value
  • Emergence of the New Buyer
  • Three Types of Value Buyers
  • How Buyers Make Buying Decisions
  • Responding to Changing Buyer Perceptions
  • Today’s New Sellers
  • Three Types of Sellers
  • How Sellers Traditionally Sell
  • Situational Selling
  • Selling Approaches
  • How to Implement Selling Strategies & Tactics
  • The Buying / Selling Exchange Process
  • Managing the Exchange Process

Hospitality Sales Module 3
Managing the Sales Process, Part 1

  • Pre-Negotiation Strategy
  • Negotiation Preparation & Planning
  • Concepts of Negotiations
  • Situational Negotiation Strategies & Tactics
  • Approaching the Buyer
  • Conversion of Suspect to Prospect to Customer
  • The Approach
  • Investigating Needs
  • Questioning Skills
  • The Investigating Needs Appointment
  • Role-Playing

Hospitality Sales Module 4
Managing the Sales Process, Part 2

  • Negotiation Process Strategy
  • The Proposal
  • Matching Statements
  • Demonstrating Capability
  • Negotiating Concerns
  • Gaining Commitment
  • Methods to Close
  • Seven Negotiating Methods
  • The Letter of Agreement or Contract
  • Post-Negotiation
  • After-Sale Implementation
  • Maintenance & Development of Customers
  • Continual Improvement of Selling Skills

Hospitality Sales Module 5
Managing Your Future

  • Sales Professionalism
  • Ethical and Legal Responsibilities
  • Breach of Warranty & Fraudulent Misrepresentation
  • Relations with Customers & Distributors
  • Sales Management
  • Selecting Sales Staff
  • Sales Channels & Intermediaries
  • Account “Ownership”
  • Information Technologies
  • Sales Force Automation
  • The Future of Hospitality Sales
  • The Continuum of Buyer-Supplier Strategies


Hospitality: An Introduction


Hospitality: An Introduction Module 1
The Spirit of Hospitality

  • The Scope of the Hospitality Industry
  • The Mission and Product of Hospitality
  • Business Profile: Starbucks
  • A Day in the Life of a Front Desk Clerk
  • Pursuing Opportunities in Hospitality
  • Relationship of Hospitality to Travel & Tourism
  • A Day in the Life of a Travel Agency Manager
  • Marketing and Promoting Tourism & Travel
  • The Effects of Hospitality, Tourism and Travel
  • Learn from the Disney Theme Parks

Hospitality: An Introduction Module 2
Understanding Lodging

  • Dynamics of the Lodging Industry
  • The Evolution of Lodging Facilities
  • Classifying Lodging Properties
  • A Day in the Life of a Concierge
  • Types of Lodging Ownership
  • Hotel Development
  • Choosing the Right Location
  • Assessing Hotel Feasibility
  • Fiscal Commitment to the New Hotel
  • Hotel Management and Operations
  • Human Resources Management Issues

Hospitality: An Introduction Module 3
Food Service Industry

  • Hospitality and the Foodservice Industry
  • The Relationship of Market, Concept, and Menu
  • Contemporary Commercials Foodservice Concepts
  • Restaurant Ownership
  • Commercial Restaurant Within Other Businesses
  • On-Site Institutional Foodservice
  • Historical Overview of Cooking and the Culinary Arts
  • Elements of American and European Fine Dining
  • A Day in the Life of a Chef
  • Menu Planning and Development
  • The Food Production Cycle
  • Beverage Management
  • Trends in Beverage Consumption
  • Wines, Liquors and Malt Beverages

Hospitality: An Introduction Module 4
Hospitality Industry

  • Meetings, Conventions, Special Events, and Expositions
  • Opportunities in the Meeting Industry
  • A Day in the Life of a Meeting Planner
  • Sports Management Career Opportunities
  • Recreation and Leisure
  • Managing Leisure Segments of the Hospitality Industry
  • Novel Lodging Facilities
  • Clubs & Recreational Facilities
  • Health & Wellness Facilities
  • Global Gaming and Casino Operations
  • History of Gambling and Current Status
  • The Pros and Cons of Gambling
  • Security and Surveillance
  • Casino Customers
  • A Day in the Life of a Casino Manager

Hospitality: An Introduction Module 5
The Future of Hospitality

  • Globalization and the Future of Hospitality
  • The Economic Climate
  • Demographics and Socioeconomic Trends
  • Technological Innovations
  • Government Regulation and the Hospitality Industry
  • The Unions
  • Ethics in Hospitality
  • Building for Success
  • Basic Business Skills
  • Steps to a Career in Hospitality
  • Getting a Job in Hospitality
  • A Day in the Life of a Human Resource Director

Hospitality & Travel Marketing


Hospitality & Travel Marketing
Hospitality & Travel Marketing Module 1
Introduction to Marketing

  •  Definition of Marketing
  • Evolutionary Eras of Marketing
  • Developing a Marketing Orientation
  • Core Principles of Marketing
  • Marketing Hospitality & Travel Services
  • What is Service Marketing?
  • Why is Service Marketing Different?
  • Different Marketing Approaches for Hospitality & Travel
  • The Hospitality & Travel Marketing System
  •  The Systems Approach
  • Relationship of the System to Strategic & Tactical Marketing

Hospitality & Travel Marketing Module 2
Planning: Research and Analysis

  • Customer Behavior
  • Behavior of Individual Customers
  • Buying Processes of Customers
  • Behavior of Organizational Customers
  • Analyzing Marketing Opportunities
  • The Situation Analysis
  • The Market Analysis
  • The Feasibility Analysis or Study
  • Definition of Marketing Research
  • Reasons for Doing Marketing Research
  • Using Research in Hospitality & Travel Marketing
  • Key Requirements for Good Research
  • The Marketing Research Process

Hospitality & Travel Marketing Module 3
Planning: Marketing Strategy & Planning

  • Market Segmentation and Trends
  • Segmentation Characteristics
  • Customer and Industry Trends
  • Impact on Market Segmentation
  • Changing Segmentation Practices
  • The Process of Developing a Marketing Strategy
  • Relationship Marketing and Strategic Alliances
  • Positioning Approach
  • Marketing Objectives
  • Marketing Plan Definition
  • Requirements for an Effective Marketing Plan
  • Benefits of Having a Marketing Plan
  • Contents of a Marketing Plan
  • The 8 Ps of Hospitality and Travel Marketing

Hospitality & Travel Marketing Module 4
Implementing the Marketing Plan

  • Product Development and Partnership
  • Types and Roles of Industry Organizations
  • The Product/Service Mix
  • Product Development Decisions
  • The Two Main Groups of People: Guest & Hosts
  • Key Role of People in the Marketing Mix
  • Quality Management Programs
  • Customer Codes, Guarantees, or Promises
  • Managing Internal Customers for Service Quality
  • Measuring Service Quality
  • Packaging and Programming
  • Role of Packaging and Programming in Marketing
  • Steps in Developing Effective Packages
  • The Distribution Mix and the Travel Trade
  • Individual Travel Trade Intermediaries
  • Marketing to the Travel Trade

Hospitality & Travel Marketing Module 5
Promotion, Advertising, & Sales

  • Promotion and Communication
  • Goals of Promotion
  • The Promotion Mix
  • Factors Affecting Promotion
  • Advertising and the Promotional Mix
  • Planning the Advertising Effort
  • Advertising Media Alternatives
  • Advertising by the Hospitality and Travel Industry
  • Sales Promotion, Merchandising, and Promotion
  • Plan Integrated Marketing Communications
  • Planning Sales Promotion and Merchandising Efforts
  • Personal Selling and the Promotional Mix
  • Roles & Categories of Personal Selling
  • The Sales Process and Sales Management
  • Personal Selling in the Hospitality and Travel Industry

Hospitality & Travel Marketing Module 6
Public Relations, Pricing, & Evaluating Success

  • Public Relations, Publicity, and the Promotional Mix
  • Hospitality and Travel Industry Publics
  • Planning Public Relations Efforts
  • Public Relations Consultants
  • The Dual Role of Pricing
  • Pricing and Value for Money
  • Planning Pricing Approaches
  • Measure & Evaluate Pricing Success
  • Marketing Management Definition & Components
  • Marketing Management Benefits
  • Marketing Organization
  • Setting Marketing Budgets
  • Marketing Control and Evaluation
  • The Future of Marketing

**Outlines are subject to change, as courses and materials are updated.**

Required Materials: 

Hospitality Sales
Materials Included:

  • Selling Hospitality: A Situational Approach by Richard G. McNeill and John C. Crotts

Hospitality: An Introduction
Materials Included:

  • Hospitality: An Introduction by Kaye Chon & Thomas Maier

Hospitality & Travel Marketing
Materials Included:

  • Hospitality & Travel Marketing by Alastair M. Morrison

System Requirements:

Internet Access

  • Broadband or high-speed internet access is strongly recommended. Broadband includes DSL, cable, and wireless connections.
  • Dial-Up internet connections will result in a diminished online experience. Moodle pages may load slowly and viewing large audio and video files may not be possible.


  • Virtually all Windows-Mac hardware configurations and processors are acceptable.
  • 1 GB RAM recommended
  • Software
  • Operating Systems
  • Windows XP or Vista and Mac OS X 10 and higher
  • Web Browsers
  • Mozilla Firefox 2 and 3 (previous versions will work also) o Internet Explorer 6, 7 and 8 o Safari is not currently recommended as it cannot display certain Moodle editing menus for both students and instructors
  • Media Plug-ins (These may be required depending on your course media-click on the links below to download the latest versions)
  • Adobe Flash Player
  • Adobe Acrobat Reader
  • Apple Quicktime
  • Windows Media Player
  • Real Player
  • PowerPoint Viewer (use this if you don’t have PowerPoint)