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Main Description show detail >>

Department:	Hotel, Culinary and Tourism	Module Code:	MKTG61019
Level:	Level 6	Contact Hours:	36
Duration:	1 Semester	Directed Study Hours:	0
Effective Term:	2017/18	Indep. Study Hours:	64
Credits:	5

Prerequisite Knowledge:

None

Module Description/Aims:

The aim of this module is to equip the learners with the techniques of personal selling and merchandising as they apply in the service-economy microcosm that is the modern full-service hotel.

Contact Hours show detail >>

Contact Type	Hours
Lecture	2 Per Week
Practical/Workshop	1 Per Week

Learning Outcomes show detail >>

On successful completion of the module, the learner will be able to:

No.	Description/Learning Outcomes
1	describe the role and importance of personal selling and merchandising in the hotel sector,
2	explain how and why consumers make buying decisions in relation to the hotel sector,
3	demonstrate the functions of the hotel seller including making effective sales presentations,
4	explain and manage the role of merchandise in the hotel sector,
5	manage a hotel?s participation in exhibitions and trade shows,
6	explain the legal and ethical obligations of a person selling in a hotel.

Learning Strategies show detail >>

Learning Strategies
This module will be delivered by means of lectures, role plays, workshops, practical exercises, and case studies.

Indicative Syllabus Content show detail >>

Content	Detail
Personal Selling in the Hotel Sector	• Personal selling defined • The myths of personal selling • Roles of a seller • Importance of selling • Qualities of a salesperson • Economics of selling
The Consumer	• Defining a market • What consumers buy • Why customers buy and the psychology of selling • Who buys • How customers buy
The Selling Process	• The conventional process and the hospitality model • Understanding the customer • The sales presentation • Visual aids • Closing sales • Follow up
Merchandising	• The merchandising strategy • Visual merchandising strategy • Blueprinting the operation • Identifying merchandising opportunities
Negotiations	• The alternatives to negotiations • Principles of negotiations • Planning a negotiation • Negotiation tactics • Dealing with Win/Lose tactics
The Regulatory Environment	• Contract law • Sale of Goods and Supply of Services Act • The Consumer Protection Act • Ethics in selling
Managing Trade Fairs	• Which consumer fair to participate in• • Planning consumer fair participation • The stand • When the fair is over • Travel operator workshop

Assessment Strategies show detail >>

Assessment Strategies
Each learner will prepare (written) and deliver (oral) a personal sales presentation and complete a reflection on their own performance.
Learners' knowledge and application of selling and merchandising theory and concepts will be assessed by an end-of-semester written exam.
Repeat Assessment Strategy: Final Exam: Repeat Written Examination; Sales Presentation Project: Resubmit project and present for viva.

Indicative Assessments show detail >>

Learning Outcome	Assessment Category	Assessment Method	Additional Information	% alloc
1, 2, 3, 6	Continuous Assessment	Project - Individual	Each learner will prepare (written) and deliver (oral) a personal sales presentation and complete a reflection on their own performance.	50
1, 2, 4, 5, 6	Final Exam (Scheduled)	Final Written Exam		50

Reading List show detail >>

Type	ISBN	Title Author Publisher	Year	Edition	Library Link
Essential	1292078006	Selling and Sales Management David Jobber and Geoff Lancaster Prentice Hall	2015	10th	-
Recommended	1401834787	Hospitality Sales: Selling Smarter Judy A. Siguaw and David C. Bojanic Thompson	2004		-

Journals and Websites show detail >>

Type	Description
Website	http://www.ihf.ie/
Website	http://www.failteireland.ie/
Website	http://www.itic.ie/

View Module Details For

Selling the Hotel Product