EXPANDED COURSE OUTLINE

HA-400, HOSPITALITY SALES MANAGEMENT

WINTER SESSION 2004

December 20, 2004 (Monday) to January 14, 2005 (Friday)

Four Intense Weeks - No Late Assignments Allowed!

(All Assignments Due at End of Each Of 4 Weeks - Friday's at 5PM)

UNDERSTANDING THE COURSE ORGANIZATION

THE CONSULTATIVE SELLNG 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 - The Circular Model at top of page)


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 five"Topics" per Week 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 PROJECT: You have one 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

CAVEAT: THIS FOUR WEEK WINTER SESSION IS INTENSE!

(There Are About five Assignments per Week With Major Project in Last Week)

NOTE: During the Course You Will see Reference to

INDUSTRY INTERVIEW PROJECT - IGNORE THIS, IT HAS BEEN ELIMINATED

BEGIN ASSIGNMENTS:

 

PHASE ONE (P1)
Personal and Professional Strategy (Weeks 1 - 5)

PHASE TWO (P2):
Supply and Demand Strategy

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

Step 4: Customer Management (P2, S4) 

PHASE THREE (P3): 
Customer Acquisition and Maintenance Strategy

CONGRATULATIONS - WINTER SESSION 2004 ENDS