Chapter 14 – Sales

1. Identify the role of sales in the hospitality and tourism industry.
2. Identify the key objectives and various tasks of a hospitality and tourism sales department.
3. Identify the structure and positions found in a hospitality and tourism sales department.
4. Explain the responsibilities of a hospitality and tourism sales professional.
5. Identify the purpose of prospecting and the role of the Internet, networking, relationship building, strategic alliances, and referrals in hospitality and tourism sales.
6. Identify the types of sales, the purpose of upgrading sales, and the role of specialty sales in hospitality and tourism.