Distribution in Hospitality and Tourism (5cr)

Intro

In this course the basics of Distribution in Hospitality and Tourism are taught. Changes in sales due to new technologies are explained. Besides, the students get to know the different sales systems in hotel and tourism. Furthermore, students learn about the main tasks of a distribution management and gain a basic understanding of how sales managers can strategically use the different distribution systems. To this end, the course teaches the use and application of various distribution techniques to manage distribution in hotel and tourism. In addition, the course explains current developments and tools in the field of e-commerce and the resulting opportunities and challenges for distribution in hotel and tourism. Both the company and the user perspective are shown. Finally, students learn how data can be continuously collected, analyzed and interpreted in order to professionally manage and effectively use it in a distribution system.

Learning objectives

On successful completion, students will be able to
- name the basics of sales management in hotel and tourism.
- describe the development of new distribution systems and channels and critically
- reflect on their significance.
- understand the basic structure as well as the functions of GDS, CRS and sales-relevant backoffice
systems.
- analyze current sales strategies of a hospitality/tourism company and develop possible
alternatives.

Contents

- Basics of Sales Management in Hotel and Tourism
- Sales and Consumer Perception
- Personal Selling and Sales Techniques
- The Negotiation Process
- Online and Mobile Sales Channels: E-Commerce vs. M-Commerce
- Structure and Functions of GDS, CRS and Sales-Related Back-Office Systems
- Sales and Social Media
- Trends in Hospitality Distribution
- Trends in Tourism Distribution

Assessment criteria - grade 1

When the implementation type of the course is CONTACT, ONLINE or BLENDED it is required that the student is present during those teaching hours that are marked in the study schedule. If you are absent more than 25 %, your grade will be lowered by one. If you are absent more than 50 %, the course is failed.