The “Hotel Sales Management” training programme aims to prepare participants to solve the future challenges of the hotel industry, especially in business after the market changes caused by the Covid-19 pandemic, with training based on the latest trends in the hotel industry. The aim of the programme is enable tourism staff at all levels, especially in sales, marketing and reception operations to improve and acquire additional expertise . The professional programme is specifically designed for all types of hotel establishments, both resort and city hotels, and the programme is offered to all individuals who wish to acquire a specialised professional title and advance in the career of hotel sales. The uniqueness of the programme is reflected in the practical, interactive teaching, which is tailored to the needs of the participants, as well as in the exercises, where, together with numerous leading experts from the field, the acquired knowledge can be applied in everyday work.
Content of the programme
- Sales management and creating a sales strategy
- Online sales channels and channel managers
- PMS systems and Opera Workshop
- Revenue Management
- CRM
- Digital Marketing
- Offline marketing channels and affiliate advertising
- Digitalisation and automation of reception operations
- Protection of hotel data and property – GDPR
- Modern business communication in foreign languages (German, Italian, English)
Learning outcomes, i.e. general and specific competences, skills and knowledge that the participant will acquire by the end of the programme
- Systematise of complex business processes in individual, group and allocation sales and in the reception business
- Appreciate the latest trends in the digital business of sales and marketing
- Use and apply the techniques and tools of hotel operating systems and channel manager in hotel distribution and use the automation tools of the central reservation system Opera PMS and the software for managing the collective channel of capacity and price distribution Phobs
- Use sales department tools for business success by selecting key business results and CRM, cross-selling and up-selling systems
- Use the latest digital marketing tools through Google advertising, social media and own website
- Apply modern tools in the implementation of the sales and marketing plan and budget
- Develop and improve your business through revenue management system.
- Apply business process automation in the reception business
- Create a forecast and predict future sales activities
- Apply the right business communication methods in the B2B and B2C segment in English, Italian or German
- Define SOP – standard operating procedures in hotel sales, define working procedures, rights and duties of all lower and middle management staff.
- Know the personal data protection regime (GDPR).
Duration of the programme
The programme lasts 150 hours.
Number of ECTS credits
15 ECTS