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Course Code: 
ATH 306
Course Period: 
Spring
Course Type: 
Core
P: 
3
Application: 
0
Credits: 
3
ECTS: 
5
Course Language: 
İngilizce
Courses given by: 
Erasmus / Exchange Programs
Course Objectives: 

Develop sales strategies and tactics for the service industry

Course Content: 

Analysis of demand by segmenting markets, effective sales action, organization of efficient filing and tracing systems for a hotel sales office, implementation of effective sales training programs, solution to occupancy problems with well-organized promotional activities, up-selling and maximization of revenue at specific points-of-purchase in the operation of a hotel, pricing considerations.

Course Methodology: 
: Lecture, 2: Question-Answer, 3: Discussion, 4: Simulation, 5: Case Study
Course Evaluation Methods: 
A: Testing, B: Presentation, C: Homework, D: Project, E: Laboratory

Vertical Tabs

Course Learning Outcomes

Learning Outcomes

Program Learning Outcomes

Teaching Methods

Assessment Methods
  1. Explain the 4 p’s of marketing, marketing mix, target markets for the hospitality industry, basics of marketing research

4,12,13

1,2,3

A
  1. Understand a marketing plan for a hotel

4,12,13

1,2,3

A
  1. Determine the characteristics of business travelers, individual leisure travelers, and group leisure travelers.

4,12,13

1,2,3

A
  1. Organize a sales office; develop communication systems within the sales office and related departments.

4,12,13

1,2,3

A
  1. Prospect, quantify and qualify sales accounts

4,12,13

4

A
  1. Conduct a sales call to a company or travel agency

4,5,12,13

4

A,C
  1. Establish methods to improve sales productivity and increase hotels profitability.

4,12,13

5

A
  1. Understand the basics of advertising and public relations in the hospitality industry

4,12,13

1,2,3

A
 
 

Course Flow

Week

Topics

Study Materials

1

 Introduction To Marketing

 

2

The Marketing Plan: Competition Analysis, Market Segmentation, Positioning

 

3

 The Marketing Plan: Marketing Objectives, Evaluation

 

4

 Sales Office Communication Systems

 

5

 Prospecting, Quantifying And Qualifying Sales Accounts

 

6

 Personal Sales

 

7

 Review

 

8

 Preparing A Presentation Sales Call

 

9

 Improving Sales Productivity

 

10

 Telemarketing

 

11

 Advertising And Public Relations

 

12

 Advertising And Promotion

 

13

 Marketing To Business Travelers

 

14

 Marketing To Individual And Group Leisure Travelers

 

15

Final Exam

 
 
 

Recommended Sources

Textbook

 James R. Abbey, AH&LA 2003, Hospitality Sales and Marketing 4th edition

Additional Resources

 
 
 

Material Sharing

Documents

 Handouts

Assignments

 Presentation sales call

Exams

 Midterm, Final
 
 

Assessment

IN-TERM STUDIES

NUMBER

PERCENTAGE

Mid-terms

1

50

Assignment

1

50

Total

 

100

CONTRIBUTION OF FINAL EXAMINATION TO OVERALL GRADE

 

50

CONTRIBUTION OF IN-TERM STUDIES TO OVERALL GRADE

 

50

Total

 

100
 

 

COURSE CATEGORY

Expertise/Field Courses
 
 

Course’s Contribution to Program

No

Program Learning Outcomes

Contribution

1

2

3

4

5

 

1

To have a good understanding of the basic concepts in tourism and hotel management

 

 

 

 

 x

 

2

To grasp and be aware of the regional, national and international dimensions of tourism and hotel management

 

 

 

 x

 

 

3

To achieve  a reasonable level of knowledge in the tourism and hospitality management on ethics, basic values, legislation  and principles

 

 

 

 

 x

 

4

To be aware of the specific dynamics of the service industry and learn the professional standards of perfection

 

 

 

 

 x

 

5

To have a conducive character for teamwork, be a problem solver as well as show leadership capabilities and an ability to establish contact with specialists in other areas of interest

 

 

 

 x

 

 

6

To be fluent in verbal communication and writing capacities in at least two foreign languages.

 

 

 

 

 x

 

7

Be able to adapt to varying cultures and languages  received from experienced professors equipped with  international experience in professional and academic backgrounds

 

 

 

 

 x

 

8

To have personal, humanitarian, technical, and behavioural capabilities.

 

 

 x

 

 

 

9

To have coordinating capacities in interdisciplinary applications (i.e administration commerce, representation, aviation, logistics, etc.)

 

 

 

 x

 

 

10

To be able to carry out qualitative and quantitative research methods in tourism and hospitality management for the completion of projects.

 

 x

 

 

 

 

11

To understand the tourism and hospitality industry from professional, academic, technical, intellectual and cultural points of view.

 

 

 

 x

 

 

12

To be able to evaluate concepts, ideas and data in the tourism sector with scientific methods, identify complicated problems and topics to analyze, and come up with solutions based on research and evidence.

 

 

 

 

 x

 

13

To  become an expert in one of the specialization areas of the tourism industry (i.e: congress and lodgings management, aviation management, gastronomy, social and humanitarian sciences)

 

 

 

 

 x

 
 
 

ECTS

Activities

Quantity

Duration 
(Hour)

Total 
Workload 
(Hour)

Course Duration (Including the exam week: 15x Total course hours)

 15

 3

 45

Hours for off-the-classroom study (Pre-study, practice)

 12

 3

 36

Mid-terms

 1

 10

 10

Homework

 1

 15

 15

Final examination

 1

 20

 20

Total Work Load

 

 

 126

Total Work Load / 25 (h)

 

 

 5

ECTS Credit of the Course

 

 

 5
 
 
3

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