Short Title:Sales & Mktg Hosp Tour
Full Title:Sales for Hospitality & Tourism
Language of Instruction:English
Module Code:SALE H3001
Credits: 5
Field of Study:Combined Arts
Module Delivered in 2 programme(s)
Reviewed By:Christine Nangle
Module Author:Emma McHenry
Module Description:The aim of this module is to provide the learner with the key principles of selling and understanding consumer behaviour. It also focuses on its practical application within the hospitality and tourism sector. The sales concepts introduced into this module can provide a foundation for future sales & marketing development and be applied in their business career.
Learning Outcomes
On successful completion of this module the learner will be able to:
LO1 To explain how consumers make decisions in particular within a hospitality and tourism context.
LO2 To discuss the processes that underpin successful Quality systems within the Tourism and Hospitality Industry
LO3 To recognise the importance of the Marketing Plan in setting objectives.
LO4 Demonstrate their understanding of the Negotiation process and its relevance in many facets of business activities in the Hospitality and Tourism Industry
LO5 Demonstrate their understanding of the Sales process required to perform a sales call effectively to a prospective client.

Module Content & Assessment

Course Work
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Continuous Assessment The continuous assessment will take the form of an individual or group assessment, case study or an in-class test   30.00 n/a
End of Module Formal Examination
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Formal Exam End-of-Semester Final Examination 1,2,3,4,5 70.00 End-of-Semester

TU Dublin – Tallaght Campus reserves the right to alter the nature and timings of assessment


Module Workload

Workload: Full Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture No Description 3.00 Every Week 3.00
Independent Learning No Description 3.00 Every Week 3.00
Total Weekly Learner Workload 6.00
Total Weekly Contact Hours 3.00
This module has no Part Time workload.

Module Resources

Recommended Book Resources
  • McNeill, R., Crotts, J.C. 2006, Selling Hospitality A Situational Approach, Thomson US
  • Abbey, J.R. 1998, Hospitality Sales and Marketing, 5th Ed., Educational Institute, American Hotel & Motel Assocation
  • Fisher & Ury, Getting to Yes
  • Anderson, Dubinsky, Personal Selling : Achieving Customer Satisfaction and Loyalty, Cengage Learning
  • Siguaw & Bojanic, Hospitality Sales : Selling Smarter, 1st Edition Ed., Cengage Learning
  • Kotler, Bowen & Makens, Marketing for Hospitality & Tourism, 5th Edition Ed.
This module does not have any article/paper resources
Other Resources

Module Delivered in

Programme Code Programme Semester Delivery
TA_HHOTM_B Bachelor of Arts (Honours) International Hospitality & Tourism Management 6 Mandatory
TA_HHOTM_D_X Bachelor of Arts (Ordinary) International Hospitality and Tourism Management 6 Mandatory