Hospitality Sales Associate

Hours: 210 / Access Length: 12 Months / Delivery: Open, Mentor Supported
Retail Price: $2,795.00

Course Overview:

Drawing from the insights of leading sales executives, Hospitality Sales covers the changing hospitality sales profession, including the three emerging selling roles and when to use them. Transactional selling, consultative selling, and alliance selling are unique approaches that salespeople use depending on situational factors. This course explores customer motives and how sales professionals can tailor their approach to the buyer’s perception of value. This Hospitality Sales course will help you understand the new world of buyer-seller relationships and succeed in each sales situation. 

After completing this course, you should be able to:

  • Comprehend the basics of the hospitality industry
  • Identify factors affecting the buyer-seller relationship
  • Identify the steps for approaching and negotiating with the buyer
  • Identify the steps for forming a proposal and implementing after the sale
  • Identify the steps for managing your career as a sales professional

Hospitality: An Introduction provides a detailed description of the many facets of the Hospitality and Tourism sector, including tours and travel, hotels, restaurants, culinary, casino operations, cruises, and the recreation and leisure industries. Personal profiles of industry leaders highlight the wide range of career opportunities available in the field. This course discusses the Hospitality and Tourism industry's evolution toward increased internationalization and integration. Industry vignettes offer a behind-the-scenes view of real-life job tasks and career success stories. Each module of this course features practical case study scenarios, including business and social attitude comparatives, advertising and marketing messaging, financial modeling, and competitive analysis formulation.

After completing this course, you should be able to:

  • Define the mission and product of hospitality
  • Identify factors to consider when managing lodging
  • Comprehend the basics of hospitality and the food service industry
  • Identify events, functions, and operations related to hospitality industry
  • Identify current trends in hospitality and its direction in the future

Course Outline:

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
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 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

All necessary materials are included.

System Requirements:

System Requirements:

Internet Connectivity Requirements:
  • Cable and DSL internet connections are recommended for the best experience.
Hardware Requirements:
  • CPU: 1 GHz or higher
  • RAM: 2 GB or higher
  • Resolution: 1280 x 720 or higher
  • Speakers / Headphones
  • Microphone (Webinar / Live Online sessions)
Operating System Requirements:
  • Microsoft Windows 7 or 10 (Home, Pro)
  • Mac OSX 10 or higher.
  • Latest Chrome OS
  • Latest Linux Distributions

NOTE: While we understand that our courses can be viewed on Android and iPhone devices, we do not recommend the use of these devices for our courses. The size of these devices do not provide a good learning environment for students taking online or live online based courses.

Web Browser Requirements:
  • Latest Google Chrome is recommended for the best experience.
  • Latest Mozilla FireFox
  • Latest Microsoft Edge
  • Latest Apple Safari
Basic Software Requirements (These are recommendations of software to use):
  • Office suite software (Microsoft Office, OpenOffice, or LibreOffice)
  • PDF reader program (Adobe Reader, FoxIt)
  • Courses may require other software that is denoted in the above course outline.

** The course outlines displayed on this website are subject to change at any time without prior notice. **