<授業の目的・計画> This course introduces the student to sales and marketing as applied to the hospitality and tourism industry.Students will identify how sales and marketing are inter-related and responsible for driving revenues for hospitality organizations. Students will be able to define hospitality marketing, hospitality sales and distinguish between product and services marketing and sales approaches. Students will demonstrate an understanding of industry market segmentation, the hospitality marketing mix and their application to the marketing plan. Students will examine the relationship between marketing and sales within hospitality organizations. Students will learn to recognize the fundamental skill and attitudes of successful sales representatives and investigate effective sales techniques. Students will be introduced to and learn apply the principles and steps in the sales process. Students will learn by applying their learning through marketing tools frequented by the hospitality industry. <テキスト> ABC's of Relationship Selling Through Service, McGraw Hill Charles M Futrell/Mark Valvasori 2015 <成績評価の方法> Quiz 1 - 5% Quiz 2 - 5% Quiz 3 - 5% Blog Assignment - 20% Blog Response Assignment - 5% In class participation and learning - 10% Online Quiz 1 - 3.75% Online Quiz 2 - 3.75% Online Quiz 3 - 3.75% Online Quiz 4 - 3.75% Sales Presentation Assignment - 20% Online Learning Modules and Participation - 15% (Total 100%)