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Course Description
Application of sales and customer service methods used to generate revenues for hospitality and tourism businesses. Emphasis is placed on a hands-on assignment which requires students to identify a product that they will market and sell, as well as participate in a sales blitz
Pre-requisite
Hospitality and Tourism Management majors only; and HTM 17300, HTM 18100, HTM 19100, & HTM 23100.
Course Objectives
At the completion of this course, the student will be able to:
- Apply marketing principles to the sales process in hospitality and tourism Industry.
- Distinguish between ethical and non-ethical behaviors on the part of sales professionals.
- Identify the buying style of the customer and adapt sales pitch and pace to maximize sales potential.
- Design a strategy to work with others to accomplish sales goals.
- Identify, market, and sell a tangible product to the general public.
- Apply professionalism and customer service principles to the sales process.
- Apply fundamental accounting skills to formulate, monitor, and accomplish self-imposed sales goals.
- Apply sales techniques in an actual hospitality and tourism business setting.
Instructor Information
Joseph (Mick) La Lopa, PhD
Office: Stone 103
Phone: (765) 494-6218
E-mail: lalopam@purdue.edu
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