Fundamentals Of Sales And Marketing Management For Hospitality
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Fundamentals Of Sales And Marketing Management For Hospitality

While there is no single most important department in a hotel, things would grind to a halt pretty quickly if no marketing is done. Apart from generating and processing sales, their primary role is to understand the market and customer through continual research

Instructor: Manish GuptaLanguage: English

About the course


How Sales and Marketing Efforts Are Managed

The sales and marketing functions of a business are often conflated and indeed combined in a single department. As a general rule of thumb, we can specify that:

  • Salespeople handle the very last steps involved in generating revenue before operational departments take over. Once a potential customer is about to walk through the door, sales guides them into the lobby.
  • Marketers work with market segments, not individual customers. They lay the groundwork needed for customers to be interested in your business, starting with gaining insights into their wants and needs and progressing to advertising campaigns.


While sales/marketing managers may not directly participate in these activities, they do require more than a passing familiarity with the concepts involved. Their general responsibilities include building sales and marketing teams, defining goals and operations, and monitor performance against targets.

What This Course Will Teach You:

This course covers a lot of ground over approximately 6 hours. Both rookie salespeople and marketing managers can learn a great deal, especially if they haven’t kept pace with the way digital marketing channels have influenced the hospitality industry.

You will learn:

  • Essential marketing concepts and sales techniques.
  • The organization of sales and marketing departments.
  • Customer segmentation and characterization.
  • Sales planning and forecasting.
  • Brand identity and strategic communication.
  • Ethics in sales.

Excelling in sales or marketing is not about self-confidence nor magical word tricks. There is a science and a craft behind understanding customers, appealing to them, and finally getting them to sign on the dotted line. This course will provide you with the groundwork you need.


Meet Manish Gupta

Energetic, ambitious and Result-oriented professional, offering +15 years of extensive experience in Hotel Management, supporting hotel operations, Finance, Audit, Risk management, marketing and Customer experience.

Manish has hands-on experience in Hospitality finance, Financial Planning and Analysis, Managing Hotel operations (quality, marketing, peoples management and bringing change)

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Live learning

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Community & Networking

Interact and network with like-minded folks from various backgrounds in exclusive chat groups.

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Practice tests

With the quizzes and live tests practice what you learned, and track your class performance.

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