Module Details

Module Code: HOSP6083
Title: Hosp Sales and Marketing
Long Title: Hosp Sales and Marketing
NFQ Level: Fundamental
Valid From: Semester 1 - 2017/18 ( September 2017 )
Duration: 1 Semester
Credits: 5
Field of Study: 8110 - Hospitality
Module Delivered in: 1 programme(s)
Module Description: This module introduces the learner to the fundamental aspects of marketing and the unique aspects of selling and marketing in a Hospitality business environment.
 
Learning Outcomes
On successful completion of this module the learner will be able to:
# Learning Outcome Description
LO1 Identify the role of marketing in a Hospitality Business
LO2 Describe the components of the marketing function in a business
LO3 Distinguish the unique characteristics of services and the services marketing mix.
LO4 Describe the role of internal marketing and its importance in service excellence.
LO5 Apply the principles of selling techniques in a hospitality environment
Dependencies
Module Recommendations

This is prior learning (or a practical skill) that is strongly recommended before enrolment in this module. You may enrol in this module if you have not acquired the recommended learning but you will have considerable difficulty in passing (i.e. achieving the learning outcomes of) the module. While the prior learning is expressed as named MTU module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).
Incompatible Modules
These are modules which have learning outcomes that are too similar to the learning outcomes of this module. You may not earn additional credit for the same learning and therefore you may not enrol in this module if you have successfully completed any modules in the incompatible list.
No incompatible modules listed
Co-requisite Modules
No Co-requisite modules listed
Requirements

This is prior learning (or a practical skill) that is mandatory before enrolment in this module is allowed. You may not enrol on this module if you have not acquired the learning specified in this section.
No requirements listed
 
Indicative Content
Introduction to Marketing
Concepts and Definitions of Marketing to include Services Marketing
Characteristics of Services
Definition of Services, How Services differ from Products, Intangibility, Inseparability, Perishability, Variability, Lack of Ownership
Introduction to the Marketing Mix
7Ps of Marketing - Product, Price, Place, Promotion, Physical Evidence, Process, People
Sales in a Hospitality Environment
Selling Process, techniques in selling, Merchandising, Relationship Marketing
Principles and Practices of Internal Service in Hospitality
Provider- Client interaction, the role of the service provider in service delivery, Customer Satisfaction, Customer Loyalty
Module Content & Assessment
Assessment Breakdown%
Coursework40.00%
End of Module Formal Examination60.00%

Assessments

Coursework
Assessment Type Short Answer Questions % of Total Mark 20
Timing Week 7 Learning Outcomes 1,2,3
Assessment Description
In Class Test on services marketing mix and characteristics of services
Assessment Type Essay % of Total Mark 20
Timing Week 11 Learning Outcomes 4,5
Assessment Description
Assignment on application of sales and Marketing in a hospitality context
End of Module Formal Examination
Assessment Type Formal Exam % of Total Mark 60
Timing End-of-Semester Learning Outcomes 1,2,3,4,5
Assessment Description
End of Semester Exam
Reassessment Requirement
Repeat examination
Reassessment of this module will consist of a repeat examination. It is possible that there will also be a requirement to be reassessed in a coursework element.

The University reserves the right to alter the nature and timings of assessment

 

Module Workload

Workload: Full Time
Workload Type Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact Application of Theory Every Week 3.00 3
Independent Learning Non Contact Self Directed Learning Every Week 4.00 4
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 3.00
Workload: Part Time
Workload Type Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact Application of Theory Every Week 3.00 3
Independent Learning Non Contact Self Directed Learning Every Week 4.00 4
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 3.00
 
Module Resources
Recommended Book Resources
  • Kotler P, Keller K. (2015), Marketing Management, 15e. Pearson, [ISBN: 978129209262].
Supplementary Book Resources
  • Davidoff Donald. (1993), Contact Customer Service in the Hospitality and Tourism Industry, [ISBN: 978013808916].
  • Watkinson M. (2012), The Ten Principles Behind Great Customer Experiences, FT Press, London, [ISBN: 978027377508].
  • Lovelock C, Wirtz J. (2015), Services Marketing People, Technology, Strategy, 7e. Pearson- Prentice Hall, [ISBN: 0132056763].
  • Gibson A, Neilsen M. (2000), Tourism and Hospitality Marketing in Ireland, Gill and Macmillian, [ISBN: 9780717129713].
Recommended Article/Paper Resources
  • Journal. Cornell Hospitality Quarterly, [ISSN: 19389655].
Other Resources
 
Module Delivered in
Programme Code Programme Semester Delivery
CR_OHOST_6 Higher Certificate in Arts in Hospitality Studies 2 Mandatory