Course Introduction

Course Introduction

There is an old adage in hospitality that is still true today:  Nothing happens until you sell something.  Whether you have career aspirations in sales or as a general manager or even an asset manager, this fundamental truth will always be relevant.  The role of sales in any successful business is vital.

Today, the hospitality landscape continues to evolve with the introduction of new technology including Customer Relationship Management programs, total digital platforms, artificial intelligence and cloud-based programs.  Keeping that in mind, this course will outline the core competencies of event industry selling in both the digital world and MEEC industry.

Students will learn how to critically analyze the sales process by means of learning the seven steps of selling, respond to a Request for Proposal and defend it by means of a professional sales presentation, know how to prospect, plan sales calls, negotiate, close a sale and learn successful methods of networking.  Students will critically analyze and measure their results at the end of the semester.