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HOSPITALITY SALES MANAGEMENT

HA - 400

SECOND HALF HOMEWORK

FALL 2000

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OVERVIEW

Each week's assigned topics will have homework that consists of two assignments:

1. Role-Play "Preparation Work" ("PW") Below, see Calendar For Role-Play "Preparation Work"

2. "Synthesis" Questions ("S") Below, see Table of Contents for all Synthesis Questions due in 2nd half (hotlink to full text of questions)

ROLE-PLAY "PREPARATION WORK"

CLICK HERE FOR SPECIFICATIONS & CALENDAR

TABLE OF CONTENTS FOR SYNTHESIS QUESTIONS

CLICK HERE FOR FULL TEXT OF QUESTIONS

SYNTHESIS QUESTIONS & ROLE-PLAY PREPARATION WORK	DUE
P 2, S 4, T 1- Synthesis Question: Understand Buyer Motivation Management Role-Play I b: Preparation Work	WEEK 8
P2, S2, T2 Synthesis Question: Customer Database Management: None Role-Play: None	WEEK 9
P1, S2, T3 Synthesis Question: Building and Maintaining Relationships Role-Play II: Preparation Work	WEEK 9
P3, S5, T1 Synthesis Question: Pre-Approach Planning & Need Discovery Role-Play III : Preparation Work	WEEK 10
P3, S5, T2 Synthesis Question: Presentation and Demonstration Role-Play IV a: Preparation Work	WEEK 11
P3, S5, T3 Synthesis Question: Negotiating Buyer Resistance Role-Play IV b: Preparation Work	WEEK 12
P3, S5, T4 Synthesis Question: Obtaining Buyer Commitment : None Role-Play IV c (Video Capstone Role-Play) & Preparation Work	WEEK 13