EXPANDED COURSE OUTLINE

HA-400, HOSPITALITY SALES MANAGEMENT

FALL 2004

UNDERSTANDING THE COURSE ORGANIZATION

THE CONSULTATIVE SELLING MODEL (Above) 

ORGANIZES THE COURSE

    A.    Phases and Steps in the Model

            Hospitality Sales Management is divided into four phases and eight steps. Each Step has several Topics.
 

    B.    Flow of the Course

            Each week, you will complete one or more topics in each step of the model.  The expanded course outline below gives you all topics, all  steps, and all steps.  By "clicking" on any of the "hot" steps or topics below, you will immediately go there.

            Complete the Steps and Topics in sequential order.  As you rotate around the Consultative Selling Model, you will get closer and closer to successfully completing this course.

EXPANDED COURSE OUTLINE

(Click on Any "Hot" Link Below and Directly Go To That Site)

 

 

CONTENT OF COURSE

(Follows the Consultative Selling Model)


NOTES

A. INDEX TO THE FOLLOWING OUTLINE

1. Below, the "DUE" indicates only BIG Projects/Tests/Etc. Details on assignments are located in each "TOPIC" Page.

2. Below, "Codes" are used as shorthand to refer to various section of the course: (a) Phase = "P," (b) Step = "S," and  Topic = "T."  For example, Phase 2, Step 4, Topic 2 is shorthanded:  P2, S4, T2 

B. ASSIGNMENTS

WEEKLY: Generally, you will have one "Topic" per Week (Some weeks = more). Each topic will have:

a. Assigned reading (Online Text & Web sites to visit)

b. A "Synthesis Question" for Weekly homework. Note: Synthesis Questions are a substitute for Exams, thus, your thoroughness is very important and will be graded accordingly.

c. Discussion in the Virtual Conference Center (VCC)

MAJOR PROJECTS: You have two major projects due.

NO EXAMS: Your "synthesis questions are the equivalent of "take-home exams." Grading will reflect your thoroughness.

NOTE: "Role-plays" are discussed in the last half of the course, the WEB Class will discuss on the "VCC" (Virtual Conference Center).

C. DUE DATES

All assignments are due by Friday of each Week by 5 PM unless otherwise indicated. No late assignments will be accepted.

NOTE: All "DATES" below indicate the "Monday" of the Week.

D. POLICIES - See Syllabus for details.

WEEKLY CONTENT

PHASE ONE (P1)
Personal and Professional Strategy (Weeks 1 - 6)

 

PHASE TWO (P2):
Supply and Demand Strategy (Weeks 7 & 9)

Step 3: Product/Service Management (P2, S3) (Week 7)

 

 

PHASE THREE (P3): 
Customer Acquisition and Maintenance Strategy (Weeks 10 - 14)

INDUSTRY INTERVIEW PROJECT DUE

  • Topic 3. Negotiating Buyer Resistence (P3, S5, T3) (Week 12)                       11/15/04
  • DUE:   Synthesis Question
  • DUE:     Role-Play IV b - VCC Discussion
  • Topic 4. Obtaining Buyer Commitment (P3, S5, T4) (Week 13)                      11/22/04
  • DUE:   Synthesis Question
  • DUE:     Role-Play IVc - VCC Discussion
  • THANKS GIVING - 11/25/04 - DO WORK EARLY THIS WEEK AND ENJOY HOLIDAY

    DUE: Capstone Project - Click Here for Specifications (Week 14) .........11/29/04

    CAPSTONE PROJECT DUE - Friday of Week 14

  • DUE:   Synthesis Question  

 

 

PHASE FOUR (P4): 
Evaluation and Improvement Strategy (Week 16)

NO EXAMS FOR WEB CLASS IN FINALS WEEK!

 

END OF FORMAL COURSE!

BELOW ARE OPTIONAL OPPORTUNITIES TO CONTINUE SALES INVOLVEMENT: