Fundamentals of Sales & Marketing Management for Hospitality
4.2 (20 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
4,086 students enrolled

Fundamentals of Sales & Marketing Management for Hospitality

Understanding latest trends in sales management, organisation, budgeting, planning, recruiting, training of Sales Dept
4.2 (20 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
4,086 students enrolled
Last updated 6/2020
English
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Current price: $61.99 Original price: $94.99 Discount: 35% off
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This course includes
  • 5.5 hours on-demand video
  • 2 articles
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • Principals of Sales management in Hospitality
  • understanding planning process
  • organisation structure and Roles & Responsibilities
  • 4Ps of Marketing and understanding implications on hospitality
  • budgeting and planning process
  • Ethics in Sales
  • Customer Relationship Management
Requirements
  • Basic understanding of hotel operations
Description

The sales department is one of the key departments in hospitality not only because it brings sales but also helps in understanding customer demands and experiences required through market intelligence. The sales department is responsible to position the hotel, price, distribution, and promotion to not only end consumers but also to B2B and intermediaries.

Sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently hit, and even surpass its sales targets. If your business brings in any revenue at all, a sales management strategy is an absolute must.

In this course, we will learn theoretical aspects of sales management with practical tips and examples from the hotel industry with templates and checklists.

We will be covering

- Concepts of Marketing

- Organization and Roles of Sales Managers

- Recent Trends impacting sales managers

- Ethics in sales

- Sales Planning, Budgeting and forecasting

- Recruitementment , selection, training and compensation of sales managers for staff.

If you feel any topic is missing, write to us

Who this course is for:
  • All Hospitality students and staff looking to make a career in hotel sales and marketing
Course content
Expand all 61 lectures 05:25:24
+ Introduction and Concepts
12 lectures 01:08:18
FREE RESOURCES
00:05
4Ps of Marketing
03:47
Pricing Concepts in Marketing
08:04
Product Concepts in Marketing
10:42
Place Distribution and Promotion Aspects in Marketing
07:26
Difference in 4Ps between B2B and B2C Models
08:59
Characteristics of Modern Selling
06:07
Planning for Sales & Marketing
03:30
Formal and Traditional Definitions of Marketing
04:54
+ Sales & Marketing Management - Organisation & Roles
8 lectures 33:58
Sales Management and Organisation Chart
04:42
2.1 Sales and Marketing Organisation for Hospitality
07:02
2.2 Roles and Responsibilities of Sales Managers
03:38
2.3 Expanding Roles of Sales Managers / Directors
03:46
2.4 Qualities required of Sales Managers
03:20
2.5 Changing Behavioral Trends in Sale Management
05:08
2.6 Technological Trends in Sales
03:08
Managerial Trends and Skills Required in New Millennium
03:14
+ Ethical Behaviors and Management in Sales
7 lectures 35:50
Introduction to Sales Ethics
03:53
Customer Vulnerability creating ethical issues
04:58
Examples of Customer Vulnerability and Code of Ethics
03:17
Behaviors to be avoided by Sales Persons
04:40
Moral Judgement and Ethical responsibilities of employer towards employees
06:51
Unethical behaviors towards employer, colleagues, customers
05:32
Ethics in Sales Mix and How to create Ethical culture in organisation
06:39
+ Customer Relationship Management
3 lectures 20:06
What is Customer Relationship Management system
04:15
CRM and Different marketing and transaction approaches
07:50
Customer Life Time Value and How to manage relationships
08:01
+ Operation Planning and Organizing Sales Departments
9 lectures 01:02:16
Benefits of Planning and Responsibility of planning
03:29
Process and Stages in Sales Function Planning
04:44
Stage 1- Analyse the Situation Relevant for Sales Planning
04:22
Stage 2-4 - Setup Goals and Strategies
10:46
Allocating Resources and Implementation Plans
07:12
Performance measurement Metrics Setting Guidelines & Planning method
07:45
Designing Organisation Setup for Sales
08:09
Examples of Organisation structures and guidelines to develop
10:03
Sizing of work force and fixing Sales Quotas
05:46
+ Budgeting and Forecasting Techniques for Revenue
4 lectures 24:54
Importance of Sales budget and forecasting
05:42
Process of Making Forecasts and Characteristics of good plan
05:34
Estimating Demand in Breakdown Approach
06:55
Quantitative and qualitative method to estimate demand
06:43
+ Recruitment and Selection of Sales Teams
10 lectures 47:02
Recruitment Process
04:30
Conducting Job Analysis and Prepare Job Description
05:55
Developing Required Qualifications for carrying out Job
04:32
Potential Sources of Finding right sales force
03:16
Selection Process of Sales Managers
04:20
Factors that may help in Predicting future Performance and Turnover
04:49
Reference Check and Interview Process
06:50
Responsibilities during an Interview
02:48
Socialization of sales Workforce - Orientation
05:43
+ Training & Development of Sales Team
4 lectures 20:08
Importance of Training of Sales Persons
04:21
Steps in Developing and Implementing the Sales Training Plan
04:57
Training Need assessment and selecting right Type of Training
05:56
Training Content and Delivery methods
04:54
+ Developing Sales Team Compensation Plans
3 lectures 12:03
Types of Sales Compensation Plans
03:47
Developing Sales Compensation Plans
02:45
developing Compensation Mix based on Objectives
05:31
+ Bonus Lecture
1 lecture 00:48
BONUS LECTURE - OTHER OPPORTUNITIES OF LEARNING
00:48