Marketing and sales in hospitality businessLaajuus (5 cr)

Objective

You are able to define the key concepts of marketing and understand the meaning of marketing for successful customer relationship.
You know the main competitive assets of marketing and are able to use them in different situations and organizations.
You are able to use professional terms of sales.
You are able to apply different sales processes in customer service and in sales work.
You are able to use the principles of sales negotiations and justify your actions.

Content

What are the key concepts and principles of marketing and relationship marketing?
What are the different competitive tools and their components in marketing?
What is the meaning of face-to-face sales work?
What are the steps in sales processes?
How are sales negotiations carried out?

Accomplishment methods

Students can:
use professional vocabulary systematically.
look for information in the key information sources of the field.
identify interrelated tasks.
work together with customers, users and target groups.
use the key models, methods, software and techniques of the professional field.
work as team members in a goal-oriented way.
justify their actions according to the ethical principles of the professional field.