Communication & Sales Training

Studiengang

Masterstudiengang Entrepreneurship & Tourismus

Kennzahl der Lehrveranstaltung

TOU-MMT-3-LDS-CST-UE

Anzahl der zugewiesenen ECTS-Credits

3.0

Name des/der Vortragenden

Crotts John, PhD

Art der Veranstaltung

face-to-face

empfohlene optionale Programmeinheiten

Derzeit nur in Englisch verfügbar
none

empfohlene Fachliteratur

Derzeit nur in Englisch verfügbar
Class handouts

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

Prüfungsmethode

Exam

Niveau der Lehrveranstaltung laut Lehrplan

Master

Studienjahr

Fall 2025

Semester in dem die Lehrveranstaltung angeboten wird

3

Unterrichtssprache

English

Lernergebnisse der Lehrveranstaltung

Derzeit nur in Englisch verfügbar
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.

Lehr- und Lernformen

Derzeit nur in Englisch verfügbar
The course includes negotiation case studies, numerous exercises and discussions.

Praktikum

none

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