Hospitality Sales & Marketing Specialist Program

Hospitality & Travel
Combined Hours: 
Course Type: 
Mentor Supported
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  • Outline
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In today's competitive hospitality market, it is vital to have an understanding of sales and marketing. Our Hospitality Sales & Marketing Specialist program will focus on destination marketing along with other parts of tourism while drawing from the insights of leading sales executives to cover the hospitality sales profession. 

Hospitality Sales and Marketing

In today’s competitive hospitality market, understanding sales and marketing is essential to succeed in the hospitality business. Our Hospitality Sales and Marketing course provides an in-depth look at established marketing themes unique to the hospitality world. The content draws upon practical experiences and new trends related to customer relationship management, advertising, social media, and technology. This course explores customer behavior, market segments, pricing strategies, selling techniques, and ways sales professionals can tailor their approach to the buyer’s unique perception of value. 

Prerequisite(s): None

Hospitality: An Introduction

Hospitality: An Introduction provides a detailed description of the many facets of the Hospitality and Tourism sector, including tours and travel, hotels, restaurants, culinary, casino operations, cruises, and the recreation and leisure industries. Personal profiles of industry leaders highlight the wide range of career opportunities available in the field. This course discusses the Hospitality and Tourism industry's evolution toward increased internationalization and integration. Industry vignettes offer a behind-the-scenes view of real-life job tasks and career success stories. Each module of this course features practical case study scenarios, a description of trends in the field and ways to apply your knowledge. 

Prerequisite(s): None

** Course Subject to Change.

Hospitality Sales and Marketing

After completing this course, you should be able to:

  • Identify the concepts of the marketing mix, sustainability, and market segmentation
  • Recall the importance of developing a concrete marketing plan and pricing strategy
  • Recognize how to effectively develop, plan, and manage products
  • Recall the basics of supply chain management and e-commerce
  • Identify the importance of communication in sales, social media, public relations, and personal selling techniques


Hospitality: An Introduction

After completing this course, you should be able to:

  • Define the mission and product of hospitality
  • Identify factors to consider when managing lodging
  • Recall the basics of the food service industry and restaurant business and operations
  • Recognize different types of tourism, recreation and entertainment events, functions, and operations related to hospitality industry
  • Identify current trends in hospitality and skills needed for management and leadership roles

Hospitality Sales and Marketing

Hospitality Sales and Marketing Module 1
Introduction to Hospitality Marketing and Sustainability

  • The Marketing Mix
  • Services Marketing
  • Destination Marketing
  • Service Trends Affecting the Hospitality & Tourism Industry
  • External Environment
  • Sustainable Development
  • Managing for Sustainability

Hospitality Sales and Marketing Module 2
Hospitality Consumers and Market Segmentation 

  • Consumer Decision-Making Model
  • Consumer Problem-Solving Processes
  • Consumer Problem-Solving Techniques
  • Organizational Buyer Behavior
  • Segmentation Variables
  • Market Segmentation Strategies
  • Positioning the Product-Service Mix

Hospitality Sales and Marketing Module 3
Developing a Marketing Plan

  • Marketing Plans
  • Strategic Marketing
  • Tactical Marketing
  • Marketing Planning Process
  • Sales Forecasting
  • Quantitative Forecasting Techniques

Hospitality Sales and Marketing Module 4
Marketing Decisions and Pricing Strategy 

  • Sources of Marketing Information
  • Marketing Research Process
  • Destination Research
  • Ethical Issues in Marketing Research
  • Factors that Affect Pricing Decisions
  • Broad Pricing Strategies
  • Pricing Techniques & Procedures
  • Segmented Pricing
  • Revenue Management
  • Pricing Law & Ethics

Hospitality Sales and Marketing Module 5
Developing and Managing New Products/Services

  • Planning for New Products
  • Organizing for New Product Planning
  • New Product Development Process
  • Identifying Products and Services
  • Destination Product Development
  • Product Life Cycle
  • Resource Allocation Models and Applications
  • Managing in the Service Environment
  • Techniques to Assess Customer Satisfaction

Hospitality Sales and Marketing Module 6
Supply Chain Management and Electronic Commerce

  • Distribution Strategy
  • Channel Management
  • Franchising
  • Electronic Commerce Strategy
  • Internet Strategies
  • Search Engine Optimization

Hospitality Sales and Marketing Module 7
Marketing Communications, Advertising, and Social Media 

  • Managing the Promotion Mix
  • Managing the Advertising Function
  • Planning & Evaluating Advertising Campaigns
  • Criticisms of Advertising
  • Developing Media Plans
  • Print Media
  • Broadcast Media
  • Direct Mail
  • Support Media
  • Social Media

Hospitality Sales and Marketing Module 8
Sales Promotions, Public Relations, and Personal Selling 

  • Types of Sales Promotions
  • Push and Pull Promotions
  • Merchandising
  • Selling to Group Markets
  • Personal Selling Process
  • Personal Selling Tools
  • Ethical Issues in Personal Selling

**Outlines are subject to change, as courses and materials are updated.**

Hospitality: An Introduction

Hospitality: An Introduction Module 1
Introducing Hospitality

  • Hospitality through the Ages
  • Ancient Times
  • Medieval Times
  • 18th and 19th Centuries
  • The Interrelated Nature of Hospitality and Tourism
  • Hospitality Industry Philosophy
  • Sustainable Hospitality
  • The Focus on Service
  • Trends in Hospitality and Tourism

Hospitality: An Introduction Module 2
The Hotel Business

  • History of Innkeeping in the United States
  • Hotel Development and Ownership
  • Franchising
  • Contracts and Trusts
  • Classification of Hotels
  • Best, Biggest and Most Unusual Hotels and Chains
  • International Perspective
  • Sustainable or Green Lodging
  • Trends in Hotel Development

Hospitality: An Introduction Module 3
Rooms Division Operations

  • The Functions and Departments of a Hotel
  • Role of the Hotel General Manager
  • Revenue Management
  • Reservations
  • Guest Services
  • Concierge
  • Housekeeping
  • Sustainable Lodging
  • Security/Loss Prevention

Hospitality: An Introduction Module 4
Food and Beverage Operations

  • Food and Beverage Management
  • Kitchen
  • Food Operations
  • Bars
  • Stewarding Department
  • Catering Department
  • Room Service/In-Room Dining
  • Sustainable Food and Beverage Operations
  • Trends in Lodging Food and Beverages

Hospitality: An Introduction Module 5

  • Wines
  • Beer
  • Sustainable Brewing
  • Spirits
  • Nonalcoholic Beverages
  • Bars and Beverage Operations
  • Inventory Control
  • Personnel Procedures
  • Liquor Liability and the Law
  • Trends in the Beverage Industry

Hospitality: An Introduction Module 6
The Restaurant Business

  • Developing a Restaurant
  • Restaurant Market and Concept
  • Restaurant Location and Ambiance
  • Sustainable Restaurants
  • Menu Planning
  • Equipment Capacity and Layout
  • Price and Pricing Strategy
  • Classification of Restaurants
  • Trends in the Restaurant Business

Hospitality: An Introduction Module 7
Restaurant Operations

  • Front of the House
  • Restaurant Forecasting
  • Service
  • Suggestive Selling
  • Sustainable Restaurant Operations
  • Back of the House
  • Food Production
  • Management Involvement
  • Purchasing and Receiving
  • Storing and Budgeting
  • Restaurant Accounting

Hospitality: An Introduction Module 8
Managed Services

  • Airlines and Airports
  • Military
  • Elementary and Secondary Schools
  • Colleges and Universities
  • Managing Managed Services
  • Sustainable Managed Services
  • Health Care Facilities
  • Business and Industry
  • Leisure and Recreation
  • Trends in Managed Services

Hospitality: An Introduction Module 9

  • What is Tourism?
  • The Five Ages of Tourism
  • Rail, Automobile, and Coach Travel
  • Airlines
  • Cruise Ships
  • The Economic Impact of Tourism
  • Promoters of Tourism
  • Business Travel
  • Ecotourism

Hospitality: An Introduction Module 10
Recreation, Attractions and Clubs

  • Recreation, Leisure and Wellness
  • Government-Sponsored Recreation
  • Commercial Recreation
  • Disney and Universal Studios
  • Regional Theme Parks
  • Animal Attraction
  • Historic Places/Sites
  • Museums and Performing Arts
  • Destinations
  • Noncommercial Recreation

Hospitality: An Introduction Module 11
Gaming Entertainment

  • The Casino Resort
  • Types of Casino Operations
  • Comps 
  • Components of Casino Resorts
  • Evolution of Gambling and Casinos
  • Working in a Casino Resort
  • Casino Operations
  • Sustainability in Gaming Entertainment

Hospitality: An Introduction Module 12
Meetings, Conventions and Expositions

  • Key Players in the Industry
  • Types of Meetings and Conventions
  • Types of Associations
  • Historical Associations
  • Venues
  • Convention Centers 
  • Conference Centers
  • Sustainable Meetings and Conventions

Hospitality: An Introduction Module 13
Special Events

  • What Event Planners Do
  • Challenges and Tools for Event Planners
  • Classifications of Special Events
  • Required Skills and Abilities for Planners
  • Special Event Organizations
  • Sustainability in Special Events
  • The Special Events Job Market
  • Trends in the Special Events Industry

Hospitality: An Introduction Module 14
Leadership and Management

  • Leadership
  • Example of Excellence in Leadership
  • Hospitality Management
  • What is Management?
  • Managerial Skills
  • Sustainable Leadership
  • Distinction Between Leadership and Management
  • Ethics
  • Trends in Leadership and Management 


**Outlines are subject to change, as courses and materials are updated.**

Ed4Career is committed to being both environmentally conscious and making it easier for you to study! We’re making your education mobile! All of our textbooks are now provided as eTextbooks*. You can access them on your laptop, tablet, or mobile device and can study anytime, anywhere.

The move away from physical books to eTextbooks means you get the latest, most up-to-date version available. This also makes your training more accessible, so you can study anywhere you have your phone or tablet. The best part is that all materials are included in your training cost so there are NO extra fees for books!**

*A few courses still have physical materials.

 International Association for Continuing Education and Training (IACET)

Ed4Career has been approved as an Accredited Provider by the International Association for Continuing Education and Training (IACET). In obtaining this accreditation, Ed4Career has demonstrated that it complies with the ANSI/IACET Standard which is recognized internationally as a standard of good practice. As a result of the Accredited Provider status, Ed4Career is authorized to offer IACET CEUs for courses and programs that qualify under the ANSI/IACET Standard.

The Continuing Education Unit (CEU) was created by IACET as a measurement of continuing education. One (1) IACET CEU is equal to ten (10) contact hours of participation in an organized continuing education experience under responsible sponsorship, capable direction, and qualified instruction. Under IACET's care, the IACET CEU has evolved from a quantitative measure to a hallmark of quality training and instruction. For more information on IACET, visit

Internet Connection

  • Broadband or High-Speed - DSL, Cable, and Wireless Connections

*Dial-Up internet connections will result in a diminished online experience. Classroom pages may load slowly and viewing large audio and video files may not be possible.

Hardware Requirements

  • Processor - 2GHz Processor or Higher
  • Memory - 1 GB RAM Minimum Recommended


PC Software Requirements

  • Operating Systems - Windows 7 or higher
  • Microsoft Office 2013 or higher. Also, you could use a general Word Processing application to save and open Microsoft Office formats (.doc, .docx, .xls, .xlsx, .ppt, .pptx)
  • Internet Browsers - Google Chrome is highly recommended
    • Cookies MUST be enabled
    • Pop-ups MUST be allowed (Pop-up Blocker disabled)
  • The Kindle Reader App or VitalSource Bookshelf App are needed for many of our courses (No special equipment needed. This can be downloaded for FREE onto your computer.)
  • PowerPoint Viewer (if you do not have PowerPoint)
  • Adobe PDF Reader
  • QuickTime, Windows Media Player &/or Real Player


MAC Software Requirements

  • Operating Systems - Mac OS x 10 or higher with Windows
  • Mac office programs or a Word Processing application to save and open Microsoft Office formats (.doc, .docx, .xls, .xlsx, .ppt, .pptx)
  • Internet Browsers- Google Chrome is highly recommended
    • Cookies MUST be enabled
    • Pop-ups MUST be allowed (Pop-up Blocker disabled)
  • The Kindle Reader App or VitalSource Bookshelf App are needed for many of our courses (No special equipment needed. This can be downloaded for FREE onto your computer.)
  • PowerPoint Viewer (if you do not have PowerPoint)
  • Adobe PDF Reader
  • Apple QuickTime Media Player