Course Description
Functions of a hotel and lodging sales department, including group, transient, and banquet sales, selected sales, and customer service techniques. Introduces revenue management concepts and the systems utilized to maximize revenue and profit in lodging operations.
Athena Title
Lodging Sales and Revenue Mgmt
Prerequisite
HFIM 2500 and HFIM 3210
Semester Course Offered
Offered fall
Grading System
A - F (Traditional)
Course Objectives
Students will be able to recommend revenue management strategies for the hotel and lodging industry, develop demand and revenue forecasts, and assess customer-perceived values.
Topical Outline
I. Introduction to Revenue Management II. Assessing Customer Preferences and Values III. Strategic and Differential Pricing IV. Forecasting Customer Demand V. Inventory and Price Management VI. Assessing Customer Experience Satisfaction VII. Customer Service Strategies
Syllabus