Industrial Engineering
Bachelor	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF-LLL: Level 6

General course introduction information

Course Code:

THMA306

Course Name:

Sales and Revenue Management

Course Semester:

Fall

Course Credits:

Theoretical	Practical	Credit	ECTS
3	0	3	6

Language of instruction:

Course Requisites:

Does the Course Require Work Experience?:

Type of course:

Compulsory

Course Level:

Bachelor

TR-NQF-HE:6. Master`s Degree

QF-EHEA:First Cycle

EQF-LLL:6. Master`s Degree

Mode of Delivery:

Face to face

Course Coordinator :

Öğr.Gör. FADİL ÖZBAĞI

Course Lecturer(s):

Öğr.Gör. FÜSUN FESLİ

Course Assistants:

Course Objective and Content

Course Objectives:	In order to evaluate business decision, it is taught to use financial data and their analysis which all in the concept of business management skills.
Course Content:	This course introduces the characteristics of the industry, including the needs of the various target markets, the implications of indirect distribution channels and the importance of revenue management.

Learning Outcomes

The students who have succeeded in this course;

Learning Outcomes

1 - Knowledge
Theoretical - Conceptual
2 - Skills
Cognitive - Practical
3 - Competences
Communication and Social Competence
Learning Competence
Field Specific Competence
1) Airway production units, understanding of financial books, making proportional analysis, foreign currency fuel and so on. recognition of the risks of cargo, different applications between business models, and revenue management methods in other industries
Competence to Work Independently and Take Responsibility

Lesson Plan

Week	Subject	Related Preparation
1)	•Describe the course. •Define the importance of selling. •Compare consultivate vs. traditional selling. •Explain the characteristics of good sales person. .List sales role in hospitality. •Explain sales process. •Syllabus •Overview of Hospitality Sales
2)	•List meetings market segments. •Explain the prospecting. •Explain social styles. .Describe clues to body language. •Describe listening skills. •Explain how to develop and maintain trust. •Prospecting and Preapproach •Approach by Adopting Social Style •Approach through Nonverbal Communication, Listening and Trust	Review the Syllabus. Read chapter 1 from Hospitality Sales: Selling Smarter and be prepared to discuss in class.
3)	•List opening techniques. •List the approaches to selling. •Openings •Probing for Needs	Read chapters 2-3-4 from Hospitality Sales: Selling Smarter. Answer the review questions at the end of the chapters, be prepared to discuss in class.
4)	.Describe owner benefit plus product characteristic. •Develop effective oral communication skills. •The Presentation	Read chapters 5-6 from Hospitality Sales: Selling Smarter. Answer the lecturer’s questionnaire, be prepared to discuss in class. Read the case study and submit the answers.
5)	•Explain techniques and tools for responding to objections •Describe common mistakes in decision stage. •List the buying signals. •Explain salesperson closing behavior. •Explain how to gain commitment •Handling Objections •Gaining Commitment	Read chapter 7 from Hospitality Sales: Selling Smarter. Answer the review questions at the end of the chapter, be prepared to discuss in class. Read the case study and submit the answers, be prepared to discuss in class
6)	•Describe how to follow-up •List the follow-up suggestions to extend relationship •Post-sale Follow-up	Answer the review questions which the instructor has given and be prepared to discuss in class. Read chapters 8-9 from Hospitality Sales: Selling Smarter.
7)	•Explain hotel contracts. •Explain how to make transitions. •Describe reservation systems •Identify function room assignments. •Categorize audiovisual equipment.	Read chapter 10. Answer the review questions at the end of the chapter, be prepared to discuss in class. Read the case study and submit the answers, be prepared to discuss in class.
8)	Mid-term Exam
9)	•Define the purpose of revenue management •Define the price •Discuss the importance of price in 4 Ps of the marketing mix •Describe the role of supply and demand in pricing •Describe the role of costs in pricing •Explain how to implement strategic pricing •Introduction to Revenue Management •Strategic Pricing	Read chapter 4 and be prepared to discuss in class.
10)	•Describe the role of value in pricing •Compare the relationship between quality and price •Compare the relationship between service and price •Explain the link between quality, service and price •List ten principles of managing revenue •Value •Differential Pricing	Read chapters 1-2 from Revenue Management for the Hospitality Industry and be prepared to discuss in class.
11)	•Define the revenue manager in the hospitality industry •Explain legal aspects of revenue management •Describe Explain ethical aspects of revenue management •the importance of demand forecasting •Explain demand forecasts and strategic pricing •The Revenue Manager’s Role •Forecasting Demand	Read chapters 3-4 from Revenue Management for the Hospitality Industry and be prepared to discuss in class
12)	•Revise the marketing mix •Define the inventory management •Explain how characterize rooms for optimum inventory management •Classify guests by market segments •List principles of inventory and price management •Inventory and Price Management	Read chapters 5-6 from Revenue Management for the Hospitality Industry and be prepared to discuss in class
13)	•Explain how to manage distribution channels •List the principles of distribution channel management •Discuss the lodging revenue paradox •Analyze STAR reports •Distribution Channel Management •Evaluation of Revenue Management Efforts in Lodging	Read chapter 7 from Revenue Management for the Hospitality Industry and be prepared to discuss in class
14)	•Describe the characteristics of organizations applying revenue management. •Analyze service industries applying revenue optimization. •List specialized revenue management duties. •List the keys to building better business. •Discuss the better business issues in moderate to strong markets. •Specialized Applications of Revenue Management •Building Better Business •Summarize and preparation for final exam	Read chapters 8-9-12-13 from Revenue Management for the Hospitality Industry and be prepared to discuss in class.
15)	Final Exam

Sources

Course Notes / Textbooks:	Revenue Management for the Hospitality Industry David K. Hayes and Allisha Miller 2011 John Wiley&Sons \| 1st Edition ISBN-13: 978-0470393086 ISBN-10: 0470393084 Hospitality Sales: Selling Smarter Judy A. Siguaw and David C. Bojanic Thomson Delmar Learning \| 1st Edition ISBN: 1-4018-3478- 7
References:	Hocanın önerdiği diğer kaynaklar

Course-Program Learning Outcome Relationship

Learning Outcomes	1
Program Outcomes
1) Adequate knowledge in mathematics, science and engineering subjects pertaining to the relevant discipline; ability to use theoretical and applied information in these areas to model and solve engineering problems.
2) Ability to identify, formulate, and solve complex engineering problems; ability to select and apply proper analysis and modelling methods for this purpose.
3) Ability to design a complex system, process, device or product under realistic constraints and conditions, in such a way so as to meet the desired result; ability to apply modern design methods for this purpose. (Realistic constraints and conditions may include factors such as economic and environmental issues, sustainability, manufacturability, ethics, health, safety issues, and social and political issues according to the nature of the design.)
4) Ability to devise, select, and use modern techniques and tools needed for engineering practice; ability to employ information technologies effectively.
5) Ability to design and conduct experiments, gather data, analyse and interpret results for investigating engineering problems.
6) Ability to work efficiently in intra-disciplinary and multi-disciplinary teams; ability to work individually.
7) Ability to communicate effectively i Turkish, both orally and in writing; knowledge of a minimum of one foreign language.
8) Recognition of the need for lifelong learning; ability to access information, to follow developments in science and technology, and to continue to educate him/herself.
9) Awareness of professional and ethical responsibility.
10) Information about business life practices such as project management, risk management, and change management; awareness of entrepreneurship, innovation, and sustainable development.
11) Knowledge about contemporary issues and the global and societal effects of engineering practices on health, environment, and safety; awareness of the legal consequences of engineering solutions.

Course - Learning Outcome Relationship

No Effect	1 Lowest	2 Low	3 Average	4 High	5 Highest

	Program Outcomes	Level of Contribution
1)	Adequate knowledge in mathematics, science and engineering subjects pertaining to the relevant discipline; ability to use theoretical and applied information in these areas to model and solve engineering problems.
2)	Ability to identify, formulate, and solve complex engineering problems; ability to select and apply proper analysis and modelling methods for this purpose.
3)	Ability to design a complex system, process, device or product under realistic constraints and conditions, in such a way so as to meet the desired result; ability to apply modern design methods for this purpose. (Realistic constraints and conditions may include factors such as economic and environmental issues, sustainability, manufacturability, ethics, health, safety issues, and social and political issues according to the nature of the design.)
4)	Ability to devise, select, and use modern techniques and tools needed for engineering practice; ability to employ information technologies effectively.
5)	Ability to design and conduct experiments, gather data, analyse and interpret results for investigating engineering problems.
6)	Ability to work efficiently in intra-disciplinary and multi-disciplinary teams; ability to work individually.
7)	Ability to communicate effectively i Turkish, both orally and in writing; knowledge of a minimum of one foreign language.
8)	Recognition of the need for lifelong learning; ability to access information, to follow developments in science and technology, and to continue to educate him/herself.
9)	Awareness of professional and ethical responsibility.
10)	Information about business life practices such as project management, risk management, and change management; awareness of entrepreneurship, innovation, and sustainable development.
11)	Knowledge about contemporary issues and the global and societal effects of engineering practices on health, environment, and safety; awareness of the legal consequences of engineering solutions.

Learning Activity and Teaching Methods

Lesson

Assessment & Grading Methods and Criteria

Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing)

Assessment & Grading

Semester Requirements	Number of Activities	Level of Contribution
Midterms	1	% 40
Final	1	% 60
total		% 100
PERCENTAGE OF SEMESTER WORK		% 40
PERCENTAGE OF FINAL WORK		% 60
total		% 100

Workload and ECTS Credit Grading

Activities	Number of Activities	Workload
Course Hours	16	48
Study Hours Out of Class	16	112
Midterms	1	12
Final	1	15
Total Workload		187