Tourism and Hotel Management
Bachelor	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF-LLL: Level 6

General course introduction information

Course Code:

TUR358

Course Name:

Sales and Revenue Management

Course Semester:

Spring

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. YASEMİN KOÇAK

Course Lecturer(s):

Dr.Öğr.Üyesi İLKER CALAYOĞLU
Öğr.Gör. B.Öğretim Elemanı

Course Assistants:

Course Objective and Content

Course Objectives:	This course will introduce students to the theory and practice of sales and revenue management. Students will have detailed information about the applications in different business environments with examples.
Course Content:	1 To define the concepts of revenue management 2 Define income management problems in manufacturing and service systems 3 To be able to model real life income management problems by different methods in literature. 4 To determine the difference between manufacturing and airway revenue management problems 5 Solve income management problems by mathematical modeling

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
1) This course will introduce students to the theory and practice of sales and revenue management.
Field Specific Competence
Competence to Work Independently and Take Responsibility

Lesson Plan

Week	Subject	Related Preparation
1)	Introduction to Sales and Revenue Management
2)	Demand Management Decisions	The course will be repeated.
3)	Basic Price Optimization	The course will be repeated.
4)	Single source capacity control	The course will be repeated.
5)	Network capacity control	The course will be repeated.
6)	MIDTERM EXAM
7)	Overcapacity reservation	The course will be repeated.
8)	Overcapacity reservation	The course will be repeated.
9)	Dynamic pricing	The course will be repeated.
10)	Auctıon	The course will be repeated.
11)	Customer behavior models: introduction	DERS TEKRAR EDİLECEK.
12)	Customer behavior models and estimation methods	The course will be repeated.
13)	Income management and dynamic pricing methods	The course will be repeated.
14)	The place of revenue management in the service sector	The course will be repeated.
15)	FINAL EXAM

Sources

Course Notes / Textbooks:	HOCANIN DERS NOTLARI
References:	HOCANIN DERS NOTLARI

Course-Program Learning Outcome Relationship

Learning Outcomes	1
Program Outcomes
1) Learning the facts, concepts and principles related to tourism and hotel management
2) Having a theoretical and practical knowledge at the basic level related to the field
3) To be able to make analytical evaluations for tourism and travel sector
4) Learning the basic laws and regulations and professional standarts that apply regarding the tourism sector in Turkey and physical environment associated with hotel management space, tools, and use acquainted with the technology, applying the ethical values, protecting the natural environment
5) To be able to work efficiently in the tourism sector
6) Learning the characteristics of the major tourist destinations to apply this knowledge in the tourism sector for Turkey and worldwide
7) Organizing, coordinating and developing departments in accommodation organizations
8) To be able to define and develop sales techniques and income management practices applied in accommodation and food and beverage companies
9) Demonstrating the ability to apply professional working techniques in food and beverage establishments

Course - Learning Outcome Relationship

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

	Program Outcomes	Level of Contribution
1)	Learning the facts, concepts and principles related to tourism and hotel management	4
2)	Having a theoretical and practical knowledge at the basic level related to the field	4
3)	To be able to make analytical evaluations for tourism and travel sector	4
4)	Learning the basic laws and regulations and professional standarts that apply regarding the tourism sector in Turkey and physical environment associated with hotel management space, tools, and use acquainted with the technology, applying the ethical values, protecting the natural environment	4
5)	To be able to work efficiently in the tourism sector	2
6)	Learning the characteristics of the major tourist destinations to apply this knowledge in the tourism sector for Turkey and worldwide	3
7)	Organizing, coordinating and developing departments in accommodation organizations	2
8)	To be able to define and develop sales techniques and income management practices applied in accommodation and food and beverage companies	3
9)	Demonstrating the ability to apply professional working techniques in food and beverage establishments	4

Learning Activity and Teaching Methods

Field Study
Peer Review
Expression
Brainstorming/ Six tihnking hats
Individual study and homework
Lesson
Group study and homework
Lab
Reading
Homework
Problem Solving
Project preparation
Report Writing
Role Playing
Seminar

Assessment & Grading Methods and Criteria

Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing)
Oral Examination
Homework
Application
Observation
Individual Project
Group project
Presentation
Reporting
Peer Review
Bilgisayar Destekli Sunum
Tez Sunma

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
Project	16	112
Midterms	1	12
Final	1	15
Total Workload		187