Marketing & Sales for Hotels - 2017

Unit summary


  • Level of Study: Undergraduate Level 2
  • Study load: 0.125 EFTSL
  • Delivery method: Fully Online
  • Prerequisites: No
  • Duration: 13 weeks
  • Government loans available: FEE-HELP, HECS-HELP
  • Availability for 2017: SP2
  • Availability for 2018: SP2
  • Assessment: Assignment - Written Assignment (30%) , Invigilated Exam (35%) - Learn more

Unit provided by

2017 Fees
Domestic 1,324.00
HECS 1,324.00
International 1,574.00

Please note: This unit was previously known as HSL222.

The decision making processes of tourists and hotel guests can vary from the spontaneous and unpredictable to the extended and considered. These processes, along with a competitive supplier market in international tourism and hotel products, and the need to adapt to changing physical, financial, and social environments mean that designing and selling satisfying guest experiences is a challenging proposition. The key to dealing with these challenges is to develop a good understanding of customer behaviour and by knowing which marketing strategies will attract and satisfy customers, and thereby lead to increased sales.

At the completion of this unit students will be able to:

  1. Understand the role of the marketing department in positioning and communicating a hotel's brand in line with effective segmentation strategies.
  2. Analyse tourism experiences and hotel marketing practices in order to critique strategy.
  3. Translate strategy into action by suggesting solutions to marketing related problems in a hotel setting through an understanding of the role and interdependence of selected elements of the marketing mix.
  4. Evaluate the importance of tourism as an economic driver and demonstrate and understanding of the role of Destination Marketing Organisations (DMOs) and government in marketing destinations.
  • Assignment — Written Assignment (30%)
  • Invigilated Exam (35%)
  • Presentation (15%)
  • Quiz — Online Quiz (20%)
For more information on invigilated exams see Exams and results

There are no prerequisites for this unit.

Note: Level 2 units normally assume an introductory level of prior knowledge in this area, e.g. from studying related Level 1 units or other relevant experience.

  • Audio/Visual equipment

This unit addresses the following topics.

1Intro to Tourism and Hotel Marketing
2Destination Marketing and Marketing Strategy
3Branding and the Customer Experience
4Tourism Markets
5Travel Decision-Making and Group Buying Behaviour
6Digital Marketing and Technology
7Selling Tourism and Hotel Experiences: Communication, Promotions and Advertising
8Distribution Channels and Pricing Strategies
9Public Relations and Sales

This unit is delivered using the following methods and materials:

Instructional Methods

  • Audio/Video conferencing
  • Chat rooms
  • Embedded Multimedia
  • Online Quizzes/Tests
  • Online assignment submission
  • Podcasting/Lecture capture
  • Standard Media
  • Web links

This unit is part of a major, minor, stream or specialisation in the following courses:

This unit may be eligible for credit towards other courses:

  1. Many undergraduate courses on offer through OUA include 'open elective' where any OUA unit can be credited to the course. You need to check the Award Requirements on the course page for the number of allowed open electives and any level limitations.
  2. In other cases, the content of this unit might be relevant to a course on offer through OUA or elsewhere. In order to receive credit for this unit in the course you will need to supply the provider institution with a copy of the Unit Profile in the approved format, which you can download here. Note that the Unit Profile is set at the start of the year, and if textbooks change this may not match the Co-Op textbook list.

Textbooks are subject to change within the academic year. Students are advised to purchase their books no earlier than one to two months before the start of a unit.

Click on the titles of the listed books below to find out more:

Required textbooks

  • Marketing For Hospitality & Tourism : Pearson New

    By:Kotler, Bowen & Makens

    ISBN: 9781292020037


    Supplier:Go to The Co-op Bookshop

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