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Managing Sales and Distribution Channels

Managing Sales and Distribution Channels

Code: SMB3RB013B
Extent: 3 ECTS (81 h)
Timing: Semester 5.-6.
Language: English
Level:  Specialization studies
Type: Professional Specialization Studies (PSS)

Prerequisites
Managing Hotel Business Operations. The Course is part of the Professional Specialization Studies Hotel Management.

Please note, that this course is part of the Hotel Management Module consisting of 4 courses (HOSBA curricula 2010):

SMB3RB013A Concept Based Product Development
SMB3RB013B Managing Sales and Distribution
SMB3RB013C Management of Accommodation Operations
SMB3RB013D Hotel Feasibility Study

Please note, that this course is part of the Hotel Management Module consisting of 3 courses (HOTEM curricula):

SMB3RB013A Concept Based Product Development
SMB3RB013B Managing Sales and Distribution
SMB3RB013C Management of Accommodation Operations

You should not sign up for a single course, you have to take all 4 courses and the whole module, total 13 credits.
There will be a joint project and course assignment for all the 4 courses.

Learning outcomes
The aim of the course is that the student understands the importance of sales and marketing in carrying out successful accommodation business operations, and is capable of putting up a sales team and to manage it. Furthermore, the student manages the multitude of distribution channels and is capable of creating an optimal distribution channel solution for a hotel.

Upon participating in the course the student

• Identifies potential customers and segments, understands and anticipates customer expectations and needs

 • Has a solid understanding of marketing and sales in the hotel industry and can put skills to practical use

 • Understands the relevance of new electronic communication channels

 • Knows how to manage accommodation business distribution channels and branding

Course contents

 • Managing sales teams in an accommodation business

 • Carrying out successful sales operations in an accommodation business

 • Distribution channels

 • Distribution channel strategies

 • Managerial presentation of development ideas

Cooperation with the business community and other organisations
During the course the students utilize real-life accommodation businesses and analyze their operational reality.

International
International reservation and distribution channels are utilized and analyzed during the course.

Teaching and learning methods
It is possible to complete the course based on classroom learning and part time learning:

a) Classroom learning:
Lectures and Examination 33 h
Self-studies 47 h
The assessment of one’s own learning 1 h

b) Part Time Learning:
Lectures and Examination 21 h
Self-studies 59 h
The assessment of one’s own learning 1 h

Introduction, classroom learning, student group assignments and presentations, exam and independent learning.

Recognition of Prior Learning, RPL  (in Finnish AHOT)
The required skills and competences can be demonstrated by a skills examination.

Teacher/s with the main responsibility for the course
Nina Niemi

Course materials
Handout material by the teacher
Independent material search by student groups

Assessment
Learning assignments
Managerial report
Exam
Class room activity

The assessment of one’s own learning does not influence the grade. The assignment is the same for all courses/modules and the answers will also be used for course/module development. The assignment is completed online in WinhaOpaali.

The module is evaluated on a scale excellent (5), very good (4), good (3), satisfactory (2), fair (1), fail (0). The assessment criteria is presented on a scale 1 - 3 - 5.

Upon successful completion of the course, the student can:

Grade 1

 •  List potential customer segments and can provide an example of customer expectations and needs

 •  Explain the importance of marketing and sales in the hotel industry

 •  Give examples of and distinguish between the different distribution channels

Grade 3

 •  Categorize potential customer segments and analyze customer expectations and needs

 •  Explain the importance of marketing and sales in the hotel industry and can apply learned skills in practice

 •  Compare the different distribution channels and analyze a distribution channel strategy

Grade 5

 •  Select potential customer segments and predict and evaluate customer expectations and needs

 •  Discuss the importance of marketing and sales in the hotel industry and is capable to design a sales team

 •  Recommend and choose optimal distribution channels and build a distribution channel strategy