Course Syllabus

HFT 3523 Event Sales - Spring OM62 - 2021

 

Instructor Contact

• Instructor:  Steve Brinkman
• Office:  200M (Lake Cay Commons)
• Office Hours - Virtually Only via Zoom: Tuesday - 9:00 a.m. to 11:00 a.m.; Wednesday - 9:00 a.m. to 10:00 a.m. & 12:00 p.m. to 1:00 p.m.; Thursday - 9:00 a.m. to 10:00 a.m. 
• Phone:  407.903.8266 (office)
• E-mail:  steven.brinkman@ucf.edu or through Webcourses

Course Information

• Course Name:  Event Sales
• Course ID & Section:  HFT 3523 - 21  OM62 (Mixed Mode - please make every attempt to physically be present in class.  I will allow you to Zoom into class if you cannot be physically present)
• Credit Hours:  3 hours
• Semester/Year:  Spring 2021
• Class Meeting Days: Wednesdays
• Class Meeting Time: 10:30 a.m. to 11:45 a.m.
• Class Location:  RSH 111

Course Description

COURSE CATALOG

This class is designed to provide an in-depth look at the sales process for events, including the development of requests for proposals, negotiation skills, and sales strategies. 

PREREQUISITES

HFT 2500 Hospitality & Tourism Management, HFT 2750 The Event Industry and HFT 3519 Event Services, or consent of Instructor and Department Chair. 

Course Objectives

• Demonstrate critical sales skills by prospecting, qualifying, assessing, presenting, negotiating/overcoming objections, and closing the sale both in theory and in real life sales situations by means of incorporating the seven (7) steps of selling.
• Critically evaluate a Request for Proposal (RFP), which includes all necessary information for a specific event from a meeting planner and deliver a proposal via a team effort.
• Formally create a team solutions presentation defending your property/resort.
• Demonstrate both professional verbal and nonverbal communication skills via class assignments and presentations.
• Differentiate between consultative and transactional selling and how each apply to selling events.
• Differentiate between planners and suppliers in the event industry and what selling techniques are used on both sides. 
• Critically plan a sales trip targeting meeting planners.

Required Text

• A Guide for the Hospitality Industry: Professional Sales and Selling for Meetings, Expositions, Events, Conventions, Groups Kendall Hunt.  Jeffrey Beck and George Fenich (2020) ISBN 978-1-7924-1614-9;  ebook ISBN 978-1-7924-1989-8

Supplemental Texts (not required, but good reads)

• SELLING, Building Relations and Achieving Results Wiley.  Hopkins, Dalrymple, Cron, DeCarlo (2008) ISBN 978-0-470-11125-3
• The Little Red Book of Selling: 12.5 Principles of Sales Greatness - How to make sales FOREVER Bard Press. Jeffrey Gitomer (2005) ISBN 978-1-885167-60-6
• Selling Today:  Partnering to Create Value Pearson. Manning, Gerald L. Manning, Michael Ahearne and Barry L. Reece (2015) ISBN 978-0-13-354338-4
• Winning Meetings and Events for Your Venue Goodfellow Publishers Ltd. Rob Davidson and Anthony Hyde (2014) ISBN 978-1-908999-86-3 

• Listening Effectively:  Achieving High Standards in Communication Pearson. Kline 

• Speaking Effectively: Achieving Excellence in Presentations Pearson. Kline 

• Professionalism: Skills for Workplace Success Pearson.  Anderson, Bolt 

Course Requirements

Students should learn basic knowledge of event selling (principle sales analysis); apply this knowledge by using critical thinking skills (sales demographic analysis/sales technical/negotiation); and apply this knowledge they have used in this course in real-world scenarios. 

The class is in a mixed mode environment.  Students are expected to:

• attend class
• read the assigned materials
• study & listen to the weekly power points
• view the videos and understand the content
• complete assignments
• apply exemplary verbal and nonverbal skills via a presentation
• apply exemplary written skills (use proper grammar)
• think critically and apply rigor
• develop a response/proposal to a Request for Proposal (RFP)
• develop a professional team presentation based on the Request for Proposal response and defend your property/resort.
• plan a sales trip targeting meeting planners and submit a travel proposal that outlines the purpose of the trip, travel itinerary and all expenses
• take online quizzes and a final exam

Assignments will be given online via Webcourses.  Details regarding each assignment will be posted on Webcourses under Assignments and/or Modules.  All quizzes will be given online in the form of multiple choice and true-false.  Questions will be based on the reading materials, power points (decks), videos, and any other material utilized in the course. Students will be responsible for the content of the reading materials.  All students are required to take quizzes/examinations at the scheduled time. 

Missed Assignments/Make-Ups/Grades of Incomplete

Missed Assignments/Make-Ups

There are no make-ups for the quizzes and exams unless you have a documented emergency (excused absences listed below).  Assignments should be turned in on time.  However, I will consider making allowances for missed assignments (i.e.:  papers, postings, etc.) under EXTREME CIRCUMSTANCES as outlined in the absence policy (excused absences).  Proof of such occurrences will need to be documented.  Assignments that are submitted late will be accepted but you will lose 10% of the total points available for the assignment for every day they are late.  Lastly, there are no exceptions for missed presentations.

It is the responsibility for each student to be self-directed in the pursuit of course activities.  You are responsible for yourself and your only comparison is to yourself.  You are responsible for determining any content that was presented during a missed class session. It is the responsibility of the student to track their own individual course progress.

Grades of Incomplete

The current university policy concerning incomplete grades will be followed in this course.  Incomplete grades are given only in situations where unexpected emergencies prevent a student from completing the course and the remaining work can be completed the next semester.  The instructor is the final authority on whether the student qualifies for an incomplete.  Incomplete work must be finished by the end of the subsequent semester or the "I" will automatically be recorded as an "F" on your transcript. 

Evaluation and Grading

Event Sales is a rigorous course and has a rigorous grading scale.  Following is the grading scale and the grading criteria for the semester: 

Letter Grade	Percentage	Points
A	94 - 100%	564 - 600 points
A-	90 - 93.9%	540 - 563 points
B+	87 - 89.9%	522 - 539 points
B	84 - 86.9%	504 - 521 points
B-	80 - 83.9%	480 - 503 points
C+	77 - 79.9%	462 - 479 points
C	74 - 76.9%	444 - 461 points
C-	70 - 73.9%	420 - 443 points
D+	67 - 69.9%	402 - 419 points
D	64 - 66.9%	384 - 401 points
D-	61 - 63.9%	366 - 383 points
F	60.9%	365 and below

 

Grading Criteria	Points
Assignments & Discussions	200
Quizzes (five)	100
Final Exam	100
RFP Team Project/Presentation	175
Peer Review/Evaluation	25
Total	600

NOTE:  Final grades based on points are absolute.  A student who has 539 points at the end of the semester will receive a B+.  The grade will not be rounded up to an A-.

IMPORTANT: In most cases, a C or better is required to receive credit for this class.  That means a C- or below is not sufficient.  See your academic advisor with any questions about this.

Absence Policy

It is the student’s responsibility to keep abreast of the current class topics and class requirements. If for any reason you do miss an assignment, quiz or examination, it is your responsibility to notify the instructor BEFORE the absence via email. There is a chance that an absence can be excused (which will be determined by the instructor). 

The following absences are excusable at the discretion of the instructor with proper documentation (missed work must be made up when possible) as follows:

• Bereavement: immediate family only
• Accidents: personally affected, loss of vehicle or medical treatment required as a result
• Medical Emergency: treatment by licensed health care providers, other than regular or periodic care
• Force Majeure: loss of residence or property through natural disaster
• Civil Responsibility: jury duty, military service, mandatory court appearance
• UCF Sanctioned Events: career fair, band, athletic, or other approved field trips and/or conventions, not volunteer experiences
• Religious Holidays: If attendance precludes participation in a scheduled religious service 

Teaching Philosophy/Types of Instruction

Students will demonstrate respect for the instructor, as well as for one another while collaborating via discussions, presentations, etc.  Such respectful behavior includes constructive participation in scholarly discussion.  You are encouraged to review Professionalism is for Everyone by James R. Ball. 

The instructor may incorporate the following methods while presenting this course:  Lectures, Online Lectures, Discussions, PowerPoint Presentations (decks), Student Presentations, Video Films and Clips, Group Reports and Demonstrations. 

Although this course is labeled a mixed mode course, please do your best to physically attend class.  However, if you can't attend, then you will have the option to Zoom into the class. This means that the face-to-face classroom sessions will take place on the days and times noted on the class schedule, but will also allow students to Zoom into the class.  Each class will be recorded for remote student participation. The idea is to provide all students with continued access to learning experiences.

Please take the time to familiarize yourself with Zoom by visiting the UCF Zoom Guides at <https://cdl.ucf.edu/support/webcourses/zoom/>. You may choose to use Zoom on your mobile device (phone or tablet).

Things to Know About Zoom:

• You must sign in to my Zoom session using your UCF NID and password.
• The Zoom sessions are recorded.
• Improper classroom behavior is not tolerated within Zoom sessions and may result in a referral to the Office of Student Conduct.
• You can contact Webcourses@UCF Support at <https://cdl.ucf.edu/support/webcourses/> if you have any technical issues accessing Zoom.

Technology/Online Communication

Webcourses 

Webcourses is an online course management system (accessed through my.ucf.edu and then the "Online Course Tools" tab) which will be used as a medium for: (1) downloading class material, such as PowerPoint slides; (2) turning in assignments/quizzes, etc.; (3) checking progress (grades); (4) a forum for communicating with your teammates; and (5) communicating with the instructor (including announcements). Students are expected to check Webcourses on a regular basis, and check any announcements or updates. 

E-Mail Communication 

For this class, our official mode of communication is through Webcourses e-mail. Students are responsible for checking their e-mail accounts regularly. It is the student’s responsibility to be aware of the content and announcements. Each student is fully responsible for any consequences that may be caused by his/her inability to adhere to the curriculum, assignments, modules and schedule. 

Remember to also regularly check your Knights E-Mail address as it is used for all university business, including class rosters, financial aid, advising, etc. There will be no other e-mail address available for university personnel to access. 

All communications between student and professor and between student and student should be respectful and professional. Below is proper email etiquette that apply not only to this course but in any situation: (1) When sending an email, please make sure to have a proper subject line including HFT 3523 or Event Sales. Since the professor receives a variety of emails each day, not all emails are immediately read. By having this professional subject line, the professor will likely read your email in a timely manner. (2) Be respectful and professional by addressing the professor by name (e.g., Professor Brinkman). (3) Make sure that your email includes a considerate welcome, greeting, and closing. This makes it not appear demanding. (4) Spell check! Not only the content but also the name of the recipient. (5) Always end with “Thank you,” “Sincerely,” “Best regards,” etc.  

Professor Availability 

Due to Covid-19, I will be available only online via ZOOM during my posted office hours.  You must make an appointment with me in advance.  As a result, I will set up the ZOOM session for our meeting during my office hours.  If you need to make an appointment for a different day/time, please email me on Webcourses or at steven.brinkman@ucf.edu. Please do not expect an immediate response after 5 pm, over the weekend, and during holidays.

Rules/Protocols of Communication Online

Before posting, always make sure your posting doesn't have grammatical, punctuation, or spelling errors. You may do this by copying and pasting the text into Microsoft Word, use Spell Check and then paste it back to the posting area.  Also, you can download Grammarly, a free app that can check for spelling and punctuation errors.

Please use the following conventions when composing an online posting:

• A helpful hint for use with both online posting and email – Compose your message in your word-processing application in order to check spelling, punctuation, and grammar – then copy and paste your composition into the email or the posting area. This not only saves time but also works as a preventative measure from losing information while typing. Grammar will be graded in this course.
• Avoid posting large blocks of text. If you must, break them into paragraphs and use a space between paragraphs.
• Use the “reply” button rather than the “compose” button if you are replying to someone else’s posting, especially in discussions.
• Do not use postings such as “I agree,” “I don’t know either,” “Who cares,” or “ditto.” They do not add to the discussion and will not be counted for assignment credit.
• Everyone should feel free to participate in online discussions. Regular and meaningful discussion postings constitute a substantial portion of your grade.
• Respect each other’s ideas, feelings, and experience.
• Be courteous and considerate. It is important to be honest and to express yourself freely, but being considerate of others is just as important and expected online, as it is in the classroom.
• If you want to send a personal message to the instructor or to another student, use email rather than the discussions.
• Be patient. Do not expect an immediate response when you send a message.
• Explore disagreements and support assertions with data and evidence. 

Academic Honesty

Students should familiarize themselves with UCF’s Rules of Conduct (Links to an external site.). According to Section 1, "Academic Misconduct," students are prohibited from engaging in:

• Unauthorized assistance: Using or attempting to use unauthorized materials, information or study aids in any academic exercise unless specifically authorized by the instructor of record. The unauthorized possession of examination or course-related material also constitutes cheating.
• Communication to another through written, visual, electronic, or oral means: The presentation of material which has not been studied or learned, but rather was obtained through someone else’s efforts and used as part of an examination, course assignment, or project.
• Commercial Use of Academic Material: Selling of course material to another person, student, and/or uploading course material to a third-party vendor without authorization or without the express written permission of the university and the instructor. Course materials include but are not limited to class notes, instructor’s power points (decks), course syllabi, tests, quizzes, labs, instruction sheets, assignments, study guides, handouts, discussions, etc.
• Falsifying or misrepresenting the student’s own academic work.
• Plagiarism: Using or appropriating another’s work without any indication of the source, thereby attempting to convey the impression that such work is the student’s own.
• Multiple Submissions: Submitting the same academic work for credit more than once without the express written permission of the instructor.
• Helping another violate academic behavior standards.

For more information about plagiarism and misuse of sources, see “Defining and Avoiding Plagiarism: The WPA Statement on Best Practices (Links to an external site.)”.

Plagiarism and cheating of any kind on an examination, quiz, or assignment will result at least in an "F" for that assignment (and may, depending on the severity of the case, lead to an "F" for the entire course) and may be subject to appropriate referral to the Office of Student Conduct for further action. See the UCF Golden Rule for further information. I will assume for this course that you will adhere to the academic creed of this university and will maintain the highest standards of academic integrity. In other words, don't cheat by giving answers to others or taking them from anyone else. I will also adhere to the highest standards of academic integrity, so please do not ask me to change (or expect me to change) your grade illegitimately or to bend or break rules for one person that will not apply to everyone. 

Plagiarism Defined  

The unacknowledged use of another person’s labor, another person’s ideas, another person’s words, and another person’s assistance.  Normally, all work done for courses— papers, examinations, homework exercises, reports, and oral presentations— is expected to be the individual effort of the student presenting the work.  Any assistance must be reported to the instructor.  If the work has entailed consulting other resources— journals, books or other media— these resources must be cited in APA style and in a manner appropriate for this course.  Everything used from other sources— suggestions for organization of ideas, ideas themselves, or actual language— must be cited.  Failure to cite borrowed or copied material also constitutes plagiarism. 

Following are examples of citing correctly to avoid plagiarism: 

Citation format:

(Books, Journals)

Goldblatt, J. (2008) Special Events: The Roots and Wings of Celebration, Sixth Edition, John Wiley & Sons, Inc: Hoboken, NJ.

(Personal interviews)

Smith, M. (2004) Personal interview.

(Internet)

www.ises.com (2004) Page title and number. 

Turnitin.com

In this course I may utilize turnitin.com, an automated system which instructors can use to quickly and easily compare each student's assignment with billions of web sites, as well as an enormous database of student papers that grows with each submission.  Accordingly, you will be expected to submit assignments through the Canvas Assignment Tool in electronic format.  After the assignment is processed, as an instructor I receive a report from turnitin.com that states if and how another author’s work was used in the assignment. For a more detailed look at this process, visit http://www.turnitin.com 

Responses to Academic Dishonesty, Plagiarism, or Cheating

Students should also familiarize themselves with the procedures for academic misconduct in UCF’s student handbook, The Golden Rule.  (Links to an external site.) UCF faculty members have a responsibility for students’ education and the value of a UCF degree, and so seek to prevent unethical behavior and when necessary respond to academic misconduct. Penalties can include a failing grade in an assignment or in the course, suspension or expulsion from the university, and/or a "Z Designation" on a student’s official transcript indicating academic dishonesty, where the final grade for this course will be preceded by the letter Z. For more information about the Z Designation, see http://goldenrule.sdes.ucf.edu/zgrade (Links to an external site.).

Coronavirus/Covid-19 Safety Protocols

Plans and Updates for our Return to UCF Campuses

As we return to campus for the spring 2021 semester, UCF continues to prioritize our community’s health and well-being - following guidance from state and public health officials.  Please visit https://www.ucf.edu/coronavirus/returning-to-ucf/ for more information and updates.  Specific guidelines are published at https://www.ucf.edu/coronavirus/document/return-to-campus-guidelines/

Please access the following UCF website for all information/protocols about Coronavirus (Covid-19) including:

• On-Campus Testing
• Staying Vigilant
• Health & Safety
• Housing
• Resources
• FAQs
• Latest Updates on Coronavirus (Covid-19)
• CARES Act

Link

In addition, please view this video on Campus Safety Upgrades to Reduce Covid-19 Impact:

Link

University-Wide Face Covering Policy for Common Spaces and Face-to-Face Classes

To protect members of our community, everyone is required to wear a facial covering inside all common spaces including classrooms (https://policies.ucf.edu/documents/PolicyEmergencyCOVIDReturnPolicy.pdf. Students who choose not to wear facial coverings will be asked to leave the classroom by the instructor. If they refuse to leave the classroom or put on a facial covering, they may be considered disruptive (please see the Golden Rule for student behavior expectations). Faculty have the right to cancel class if the safety and well-being of class members are in jeopardy. Students will be responsible for the material that would have been covered in class as provided by the instructor.

Notifications in Case of Changes to Course Modality

Depending on the course of the pandemic during the semester, the university may make changes to the way classes are offered. If that happens, please look for announcements or messages in Webcourses@UCF or Knights email about changes specific to this course.

COVID-19 and Illness Notification

Students who believe they may have a COVID-19 diagnosis should contact UCF Student Health Services (407-823-2509) so proper contact tracing procedures can take place.

Students should not come to campus if they are ill, are experiencing any symptoms of COVID-19, have tested positive for COVID-19, or if anyone living in their residence has tested positive or is sick with COVID-19 symptoms. CDC guidance for COVID-19 symptoms is located here: (https://www.cdc.gov/coronavirus/2019-ncov/symptoms-testing/symptoms.html)

Students should contact their instructor(s) as soon as possible if they miss class for any illness reason to discuss reasonable adjustments that might need to be made. When possible, students should contact their instructor(s) before missing class.

In Case of Faculty Illness

If the instructor falls ill during the semester, there may be changes to this course, including having a backup instructor take over the course. Please look for announcements or mail in Webcourses@UCF or Knights email for any alterations to this course.

Course Accessibility and Disability COVID-19 Supplemental Statement

Accommodations may need to be added or adjusted should this course shift from an on-campus to a remote format. Students with disabilities should speak with their instructor and should contact sas@ucf.edu to discuss specific accommodations for this or other courses.

Take the Pledge

The past several months have presented unique challenges and this semester, things may look different than we are used to. But at UCF, we are committed to the well-being of every Knight, and have worked tirelessly over the last several months to ensure a safer return to campus.

Now, we need you to do your part to ensure the health and safety of your family, friends, classmates and colleagues — as well as our community and yourselves. Because that’s what Knights do.

Learn more about what you can do to take care of the community and each other, and take the voluntary Armor Up Pledge. Share that you care on social media using #ArmorUpKnights.

Safety Policy

Here are some actions to take and conversation starters you can use to help reduce the coronavirus spread and encourage other Knights to do their part in protecting others.

https://www.ucf.edu/news/ways-to-help-uphold-ucfs-covid-19-safety-policy/

Campus Safety Statement

Emergencies on campus are rare, but if one should arise in any class or common area, everyone needs to work together. Students should be aware of the surroundings and familiar with some basic safety and security concepts.

• In case of an emergency, dial 911 for assistance.
• Every UCF classroom contains an emergency procedure guide posted on a wall near the door. Please make a note of the guide’s physical location and consider reviewing the online version at http://emergency.ucf.edu/emergency_guide.html. 
• Students should know the evacuation routes from each of their classrooms and have a plan for finding safety in case of an emergency.
• If there is a medical emergency during class, we may need to access a first aid kit or AED (Automated External Defibrillator). The Rosen College first aid kit and AED are located in the Hall of Fame next to the welcome desk.
• To stay informed about emergency situations, sign up to receive UCF text alerts by going to my.ucf.edu and logging in. Click on "Student Self Service" located on the left side of the screen in the tool bar, scroll down to the blue "Personal Information" heading on your Student Center screen, click on "UCF Alert," fill out the information, including your e-mail address, cell phone number, and cell phone provider, click "Apply" to save the changes, and then click "OK."
• Students with special needs related to emergency situations should speak with their instructors outside of class.
• To learn about how to manage an active-shooter situation on campus or elsewhere, it is highly recommended to view this video:

Link

Deployed Active Duty Military Students

If you are a deployed active duty military student and feel that you may need a special accommodation due to that unique status, please contact your instructor to discuss your circumstances.

Accessibility Statement

The University of Central Florida is committed to providing reasonable accommodations for all persons with disabilities. This syllabus is available in alternate formats upon request. Students with disabilities who need accommodations in this course must contact the instructor at the beginning of the semester to discuss needed accommodations. No accommodations will be provided until the student has met with the instructor to request accommodations. Students who need accommodations must connect with Student Accessibility Services, Ferrell Commons, 7F, Room 185, phone (407) 823-2371, TTY/TDD only phone (407) 823-2116, before requesting accommodations from the professor.  Through Student Accessibility Services, a Course Accessibility Letter may be created and sent to professors, which informs faculty of potential access and accommodations that might be reasonable.

Copyright

This course may contain copyright protected materials such as audio or video clips, images, text materials, etc. These items are being used with regard to the Fair Use doctrine in order to enhance the learning environment. Please do not copy, duplicate, download or distribute these items. The use of these materials is strictly reserved for this online classroom environment and your use only. All copyright materials are credited to the copyright holder. 

Third-Party Software 

During this course you might have the opportunity to use public online services and/or software applications sometimes called third-party software such as a blog or wiki. While some of these could be required assignments, you need not make any personally identifying information on a public site. Do not post or provide any private information about yourself or your classmates. Where appropriate you may use a pseudonym or nickname. Some written assignments posted publicly may require personal reflection/comments, but the assignments will not require you to disclose any personally identity-sensitive information. If you have any concerns about this, please contact your instructor. 

FERPA

As a student, your educational records are considered confidential. Under FERPA (Family Educational Rights and Privacy Act), your records are confidential and protected. Under most circumstances your records will not be released without your written and signed consent. However, some directory information may be released to third parties without your prior consent unless a written request to restrict this is on file. You can learn more about student rights to privacy at http://www.registrar.ucf.edu/ferpa/welcome

Financial Aid

Each semester, all faculty members are required to document students' academic activity at the beginning of each course.  In order to document that you began this course, please complete the online syllabus academic activity/quiz by the end of the first week of classes, or as soon as possible after adding the course.  Failure to do so will result in a delay in the disbursement of your financial aid.  

University Writing Center

The University Writing Center (UWC) offers writing support to students from first-year to graduate in every discipline.  Tutors provide help at every stage of the writing process, including understanding assignments, researching, drafting, revising, incorporating sources, and learning to proofread and edit.  The UWC's purpose is not merely to fix or edit papers, but to teach writing strategies that can be applied to any writing situation.  Consultations are available for individuals and small groups.  You may schedule a 45-minute appointment by clicking the Success Resources tab on Webcourses, calling the UWC at 407.823.2197, or through the UWC website. 

University Writing Center

Colbourn Hall 105

Satellite Locations:  Main Library, Rosen Library, Online

407.823.2197

https://uwc.cah.ucf.edu/

Important Dates to Remember

• Classes Begin:  Monday, January 11, 2021
• Last Day to Drop/Swap Classes: Friday, January 15, 2021
• Last Day to Request Full Refund: Friday, January 15, 2021
• Last Day to Add Classes: Friday, January 15, 2021
• Martin Luther King, Jr. Holiday:  Monday, January 18, 2021
• Payment Deadline: Friday, January 22, 2021
• Withdrawal Deadline: Friday, March 26, 2021
• Spring Break:  Sunday, April 11 through Sunday April 18, 2021
• Classes End: Monday, April 26, 2021
• Study Day:  Tuesday, April 27, 2021
• Final Exams:  Wednesday, April 28 through Tuesday, May 4, 2021
• Commencement: Thursday, May 6 through Saturday, May 8, 2021