Syllabus and Course Outline
rev 6/20


20 - 30 Hours
Students will be introduced to the principles and procedures of hotel sales and operations by taking part in "learn by doing" activities. Networking, building internal & external relationships and selling techniques will also be taught.
Upon successful completion of this course, you will be able to:
  • Define industry terminology
  • Be familiar with and use industry acronyms
  • Explain the importance of internal communication to stage a successful event
  • Effectively process Request for Proposals (RFPs)
  • Explain how hotel operations function
  • Demonstrate proper sales etiquette
  • Describe the hotel sales process
Successful completion of all reviews, exercises and final exam. You will receive a welcome letter from your instructor which will include greater detail regarding grading criteria.
Each Lesson includes an online review as well as application exercises. Additional notes throughout the course will ask you to complete independent research and application, consider various ideas, or discuss and share insights with friends or family. Students will be required to attend one meeting or event at a hotel, research a local property and complete one exam.

Lesson   1 -  Overview of Hotels (23 pages)
Lesson   2 -  Overview of Hotel Sales, Yield Management (24 pages)
Lesson   3 -  Hotel Marketing Concepts (19 pages)
Lesson   4 -  Finding Business (23 pages)
Lesson   5 -  Qualifying Groups (14 pages)
Lesson   6 -  Request for Proposals (RFPs) and Rate Quotes (24 pages)
Lesson   7 -  Making the Sale (20 pages)
Lesson   8 -  Hotel Contracts and Operations (29 pages)

The maximum time to complete this course, if not included in your welcome letter, will be sent to you by your instructor. To be completed in that time: 8 reviews, 1 research activity, attend 1 meeting or event, and 1 final exam. The final exam is 50 questions long. It can be completed within 3 hours. All reviews, exercises and other assignments are submitted electronically to your instructor with results returned via email.