Unit 9: Hospitality Marketing and Sales Techniques

Personal Sales in Hospitality (Prospecting, Preparation for the Presentation Sales Call,
The Presentation Sales Call, Improving Sales Productivity), Telephone Sales in
Hospitality (Basics of Telephone Communication, Outgoing Calls, Incoming Calls,
Telephone Sales Operations), Internal Marketing and Sales in Hospitality (Introduction to
Internal Marketing in Hospitality, Establishing an Internal Marketing Plan, Empowering
Employees to Deliver Quality Service), Internal Merchandising (Guest-Contact Areas,
Back-of-the-house Areas), Special Services and In-House Promotions

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Hospitality Marketing and Sales Notes

Hospitality Marketing and Sales is a dynamic and an exciting field, a key tool in understanding
and tackling the challenges hospitality organisation/industry faces globally, and in Nepal. This
course presents in-depth understanding of the modern day hospitality marketing concepts, with
theoretical as well as practical insights on this evolving discipline.

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Unit 2 : Culinary History

Introduction of culinary history Culinary history is the study of the evolution of food and cooking techniques throughout human history. It explores how food has been produced, prepared, and consumed by different cultures and societies, as well as the social, economic, and cultural factors that have shaped culinary traditions over time. Culinary history dates back […]

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Unit 1 : Overview of Catering Industry

Introduction of catering industry The catering industry refers to businesses that provide food and beverage services for events, parties, and other occasions. Catering can be done on-site or off-site, and can range from small gatherings to large events such as weddings, conferences, and corporate functions. Catering services can include menu planning, food preparation and cooking, […]

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Unit 7: Hospitality Sales Distribution System

Definition: A hospitality sales distribution system refers to the technology infrastructure and processes that enable hotels and other hospitality businesses to sell their products and services through various channels. The system typically includes a combination of software, hardware, and service providers that facilitate the distribution of inventory and pricing information across multiple distribution channels. The […]

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Unit 6: Marketing Plan and the 8 Ps

Definition: A marketing plan is a comprehensive document that outlines a company’s marketing strategy, including its target audience, marketing goals, and tactics to achieve those goals. The marketing plan is an important tool for businesses because it helps to ensure that their marketing efforts are aligned with their overall business goals and objectives. The 8 […]

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Unit 5: Marketing Information and Research

Marketing Intelligence- Internal Company Sources, Competitor Information, Marketing
Information Systems, Marketing Research- Secondary Research, Syndicated Studies,
Primary Research, Importance of Marketing Research, Common Concerns in Hospitality
Marketing Research- Who Are Our Customers, Product Research: What Do Our
Customers Want, Copy Testing, Tracking Studies, The Research Process- Problem
Dentition, Research Design and Implementation, Data Analysis and Interpretation,
2
Preparation of the Research Report, Consumer Information: Mining the Guest Database- Tracking Guest Transactions, Frequency Marketing, Using the DBM Program

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Unit 4: Market Segmentation, Targeting, and Positioning

Markets: A market refers to a place, physical or virtual, where buyers and sellers come together to exchange goods, services, or financial instruments. The purpose of a market is to facilitate transactions between buyers and sellers, and to provide a mechanism for prices to be determined based on supply and demand. Markets can be categorized […]

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