Communication & Sales Training

Department

Master's Program Entrepreneurship & Tourism

Course unit code

TOU-MMT-3-LDS-CST-UE

Number of ECTS credits allocated

3.0

Name of lecturer(s)

Crotts John, PhD

Mode of delivery

face-to-face

Recommended optional program components

none

Recommended or required reading

Class handouts

Crotts, J. (2023). Selling Hospitality: A Consultative Selling Approach. College of Charleston

Assessment methods and criteria

Exam

Level of course unit

Master

Year of study

Fall 2025

Semester when the course unit is delivered

3

Language of instruction

English

Learning outcomes of the course unit

The students are able to understand, analyze and manage communication as a means for structuring complex social systems rooted in the relevant cultural background; they are skilled in the precise use of behavior and rhetoric, and know how to select arguments for, convince, and negotiate with, others in a way sensitive to cultural issues.
The students improve their communication and feedback skills and develop joint concepts of complex social system in a team.
They know how to speak extempore in a convincing and rhetorically effective way, to use the right arguments in line with the principles of effective marketing and to successfully make their case.
Through active self-analysis the students broaden their room for maneuver and their action competences; they are familiar with leadership methods and the relevant communication tools.

This course is designed for students who are interested in learning about personal selling by hospitality and tourism firms engaged in business-to-business marketing. The objectives of the course are to provide students: (1) with an understanding of the theory and practice of personal selling as used by organizations to develop long-term partnerships with customers; and (2) enhance students' ability to diagnose and address diverse problems and decisions that arise in developing and implementing a firm's selling strategy.

Planned learning activities and teaching methods

The course includes negotiation case studies, numerous exercises and discussions.

Work placement(s)

none