| 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 |
|
| |
Program Outcomes |
Level of Contribution |
| 1) |
Sufficient knowledge in mathematics, science and engineering related to their branches; and the ability to apply theoretical and practical knowledge in these areas to model and solve engineering problems. |
|
| 2) |
The ability to identify, formulate, and solve complex engineering problems; selecting and applying appropriate analysis and modeling methods for this purpose. |
|
| 3) |
The ability to design a complex system, process, device or product under realistic constraints and conditions to meet specific requirements; the ability to apply modern design methods for this purpose. (Realistic constraints and conditions include such issues as economy, environmental issues, sustainability, manufacturability, ethics, health, safety, social and political issues, according to the nature of design.) |
|
| 4) |
Ability to develop, select and use modern techniques and tools necessary for engineering applications; ability to use information technologies effectively. |
|
| 5) |
Ability to design experiments, conduct experiments, collect data, analyze and interpret results to examine engineering problems or discipline-specific research topics. |
|
| 6) |
The ability to work effectively in disciplinary and multidisciplinary teams; individual work skill. |
|
| 7) |
Effective communication skills in Turkish oral and written communication; at least one foreign language knowledge; ability to write effective reports and understand written reports, to prepare design and production reports, to make effective presentations, to give and receive clear and understandable instructions. |
|
| 8) |
Awareness of the need for lifelong learning; access to knowledge, ability to follow developments in science and technology, and constant self-renewal. |
|
| 9) |
Conform to ethical principles, and standards of professional and ethical responsibility; be informed about the standards used in engineering applications. |
|
| 10) |
Awareness of applications in business, such as project management, risk management and change management; awareness of entrepreneurship, and innovation; information about sustainable development. |
|
| 11) |
Information about the universal and social health, environmental and safety effects of engineering applications and the ways in which contemporary problems are reflected in the engineering field; awareness of the legal consequences of engineering solutions. |
|
| 12) |
Knowledge on advanced calculus, including differential equations applicable to automotive engineering; familiarity with statistics and linear algebra; knowledge on chemistry, calculus-based physics, dynamics, structural mechanics, structure and properties of materials, fluid dynamics, heat transfer, manufacturing processes, electronics and control, design of vehicle elements, vehicle dynamics, vehicle power train systems, automotive related regulations and vehicle validation/verification tests; ability to integrate and apply this knowledge to solve multidisciplinary automotive problems; ability to apply theoretical, experimental and simulation methods and, computer aided design techniques in the field of automotive engineering; ability to work in the field of vehicle design and manufacturing. |
|
ISTANBUL OKAN UNIVERSITY INFORMATION PACKAGE / COURSE CATALOGUE
