Project Specs

HA400 : The Class : Project Specs

HOSPITALITY SALES MANAGEMENT

HA 400

INDUSTRY INTERVIEW PROJECT SPECIFICATIONS

130 Points

PURPOSE

The purpose of this project is to involve you in and give you PRACTICAL exposure to the sales and marketing function of your "chosen" hospitality sub-industry. It's also a great opportunity for you to establish CONTACTS in your field. For example, if you want to go into the restaurant industry, you would choose and research that industry. Similarly, an interest in the Convention and Visitor Bureau (sub-industry) would require you to focus your project here.

In this class, it's important that you directly relate to and understand the importance of sales and marketing in all sub-industries of the larger "hospitality industry."

NOTE: If you need assistance in finding someone to interview, the professor will be happy to assist you. Don't wait too late to find someone to interview. NO LATE ASSIGNMENTS WILL BE ACCEPTED!

PROJECT DESCRIPTION

General

The project is a case study. You will choose a sub-industry of the larger hospitality industry, conduct research (interview an industry practitioner and use other literature), and write your report for this class. The project is worth 130 Points (13%) of your course grade.

You will conduct your research by two means: (a) Primary research-interview people in the industry and (b) Secondary research-publications, Internet, etc. (NOTE: You will mainly use "primary research." If you obtain a company brochure, for example, you would cite this source as "secondary."

To achieve maximum points, the paper will be organized and presented as follows:
1. Component parts of the paper in the following order: (a) a cover (title, author, course, & date) page, (b) an executive summary, (c) a table of contents, (d) body of content (see specifications below in # 2, in specifications, and attached grading matrix), and (e) bibliography included at the of the paper (this may only refer to the person you interview or also include any sources you may have used: internet or brochures.

2. The body of the paper will be an organized discussion: (a) introduction, (b) discussion of major topics, and (c) summary.

3. Presentation of paper: (a) Use of headers and subheaders to identify content, (b) No Covering Binders (staple paper in upper left corner), (c) page numbering in upper right corner, (d) lettering "point-size" no larger than 12 pt, and (e) The paper will be approximately 10 double-spaced typewritten pages.

MAJOR PARTS OF THE PAPER

Executive Summary

An "executive summary" is a standard and brief (usually one page) overview of the contents of your paper. It's intent is to provide the reader ALL of the main findings that your paper will include. Every major research finding is summarized here. It has two major parts:
(a) Purpose & Scope ( for example, the purpose is an assignment in this class, name it, and the scope is one specific company and one specific interview, and
(b) Conclusions (brief concluding statements about major findings observed in your research).

It is a summary or abstract of your project and designed to give your busy "future" boss or any reader a quick overview. If the reader is interested in more detail, they go to the appropriate section in the MAIN text.

Introduction

Similar to the Executive Summary, this part introduces your paper yet it is less formal and less specific. In a "prose" form, why did you pick this topic? Is this the type of firm that you have long wanted to work for? Talk about your personal motivations.

Next, give name of and type organization and the person interviewed. Briefly state the major (4) parts of the paper that you will cover.

Four Parts to the Body of Paper

Part One

First, you will give a more in-depth the organization being researched and then describe the sales and marketing organization of your chosen sub-industry. Include a discussion of their marketing plan (strategies and objectives). Specifically, you MUST describe how the sales force is organized (how many, what territories, management structure) and the responsibilities (sales quotas only or do they have other responsibilities?) of all members of the sales department including any support people. Sometimes, the salesforce may only have one person.

Part Two

Second, inquire about how their salespeople are PREPARED (trained?) to sell and how they ACTUALLY sell. Use the 4 Phase, 8-Step "Consultative Selling Model" to guide your questions. You might share this model with the person that you are interviewing and then ask them to comment on each step. Report your findings. Additionally, ask about the importance of "Relationship Marketing." What is their concept of this term and how do they go about establishing it? (Spend extra time with this concept)

Part Three

Third, ask the person that you are interviewing to tell you their favorite or most interesting "war story." You will describe a "significant" example (real life) of a client which was obtained by this organization (include, who, what, when, where, why, and how). The person that you are interviewing is almost certain to have such a "memorable" story. Include comments reflecting the importance of this piece of business to your chosen firm. You must include details of how the piece of business was obtained

Part Four

Fourth, obtain comments from the person that you are interviewing regarding their opinion on: (a) the importance of sales and marketing to your chosen industry, (b) impressions about the career paths (how sales and marketing people end-up in this industry and does "sales" experience help people to be "promotable?") and (c) opinions regarding the selling skills and talents that most people bring with them to the career (could they be better trained?).

Summary/Conclusion

What were the main informational points (Content) that you gathered in this paper? What did you personally gain from this paper? Do you have a better perspective of your "chosen" hospitality area?

TIMELINE & SEQUENCE OF "SELF-PACING" COMPLETION

This is for your "Planning" - Nothing is needed to be turned in to Professor

To Avoid "Last-Minute Rushing" and to Stay on Schedule, You Should Manage Your Time. Use the following as a planning guideline that "builds-up to your Due Date by writing in dates when each "Segment" should be completed.

1.0 SEGMENT # 1

1.1 Project Topics Chosen 2.0 SEGMENT # 2

2.1 Review Overall Project Specifications

..........2.2 Schedule Appointment with person to interview (Remember people are busy- start early)

3.0 SEGMENT # 3

3.1 Conduct Interview Appointment 4.0 SEGMENT # 4

5.0 SEGMENT # 5

5.1 Project Interview should be completed

6.0 SEGMENT # 6

6.1 Project is Due

SALES PROJECT EVALUATION FORM

HOSPITALITY SALES MANAGEMENT
HA-400

STUDENT Section # DATE

ORGANIZATION RESEARCHED

Content According to Specifications Provided by Professor	Possible Points	Actual Points
*1.0 REPORT CONTENT* Part One: DESCRIPTION OF SALES AND MARKETING PLANS AND ORGANIZATION	20
Part Two: SALESPERSONS' USE OF THE 4 PHASE & 8-STEP SELLING PROCESS	20
Part Three: REPORT OF SIGNIFICANT "REAL- LIFE" SALES SITUATION	20
Part Four: IMPORTANCE SALES & MARKETING, CAREER PATHS, AND NECESSARY ENTRY-LEVEL SKILLS NEEDED	20
*2.0 REPORT PRESENTATION* Organization: INTRODUCTION, BODY, & SUMMARY TABLE OF CONTENTS (Keyed to Page numbers) EXECUTIVE SUMMARY (Organize: (a) Purpose & Scope and (b) Summary Findings.	10 10 10
Citation of Sources: LIST OF REFERENCES	5
Headings and Subheadings	10
Page Numbering	5
3.0 TOTAL POINTS	130

SEND E-MAIL TO PROFESSOR

Send E-mail to "Dr. Mac," (Richard G McNeill Ed.D., CHME)
or call (520) 523-1713

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