Certified Hospitality Sales and Marketing Professional

The Certified Hospitality Sales and Marketing Professional certification identify the marketing and revenue management skills the candidate possesses. Sales and marketing manager in the hospitality industry represents a vital role in increasing revenues by marketing and promotional activities to better utilize accommodation, F&B, meeting, and leisure facilities. The Vskills Certified Hospitality Sales and Marketing Professional certificate prove that the candidate has such relatable knowledge and skills.

Exam Overview

The Vskills Certified Hospitality Sales and Marketing Professional course is reserved for professionals and graduates aspiring to excel in their preferred areas. It is also well suited for those who are already working and would like to take certification for further career progression. Earning Vskills Hospitality Sales and Marketing Certification can help candidate differentiate in today’s competitive job market, broaden their employment opportunities by displaying their advanced skills, and result in higher earning potential.

Vskills being India’s largest certification provider gives candidates access to top exams as well as provides after exam benefits. This includes:

Become Government Certified Professional!
The Certification is valid for life.
Candidates will get lifelong e-learning access.
Access to free Practice Tests.
Candidates will get tagged as ‘Vskills Certified’ On Monsterindia.com and ‘Vskills Certified’ On Shine Shine.com.

Exam Details

Exam Duration: 60 minutes
Vskills Exam Code: VS-1564
Number of questions: 50
Maximum marks: 50
Passing marks: 25 (50%)
Exam Mode: Online
There is NO negative marking in this module.

Course Outline

Vskills Certified Hospitality Sales and Marketing Professional exam covers the following topics –

Hotel Organization

Divisions of a Hotel
Front Office
Housekeeping Department
Maintenance or Engineering Department
Food and Beverage Department
Accounting Department
Sales and Marketing
Supporting Departments

Hotel Rooms

Types of Hotel Rooms

Front Office

Front Office Basics
Front Office Operations
Guest Cycle
Sale Process

Room Reservation

Reservation Basics
Reservation Activities
Factors Affecting Reservation
Modes of Payment
Types of Hotel Reservation Systems
Sources of Reservations
Managing Reservations
Guest Registration
Guest Check Out
Payment with Different Payment Modes
Revenue Management
Yield Management

Theories of Selling

“Right Set of Circumstances” Theory Of Selling
“Buying Formula” Theory of Selling
“Behavioral Equation” Theory

Prospecting, Objection Handling and Closing

Prospecting
Formulating Prospect Definitions
Searching out Potential Accounts
Sales Resistance
Closing Sales

Sales Forecasting

Types of Personal-Selling Objectives
Market Potential
Analyzing Market Potential
Market Indexes
Sales Potential and Sales Forecasting
Sales Forecasting Methods
Qualitative Forecasting Methods
Poll of Sales Force Opinion
Survey of Customers’ Buying Plans
Projection of Past Sales
Moving Average Method
Regression Analysis
Econometric Model Building and Simulation
Converting Industry Forecast to Company Sales Forecast

Telesales Process

Vaulting the Hurdle
Catching the Prospect’s Interest
Investigation
Making the Sales Presentation
Overcoming Objections
Closing

Call Preparation

Product or Service Knowledge
Knowing the Purpose of Each Call
Call Scripts

Marketing Strategies

Strategic Intent
Ansoff’s Product/Market Matrix
The Boston Matrix
Bowman’s Strategy Clock
Generic Strategies – Michael Porter ()
The danger of Being ‘Stuck in the Middle’
Marketing Control
Internal Marketing
The Balanced Scorecard
Gap Analysis
KPI

Sales Promotions

The Role of Sales Promotion
Sales Promotion Objectives
Consumer Sales Promotion Techniques

Implementation of Marketing Plans

Marketing Implementation
Marketing Action Plan
The Marketing Plan Outline
Market Segmentation
Market Overview
Competitive Overview:
Writing SWOT
Goals and Objectives
Strategies
Marketing Mix Strategy
Place Strategy
Scheduling
Budgeting
Assignment and Implementation
Tracking Procedures

Digital Marketing

Introduction
E-Commerce
Search Engine Optimization
Social Media
Behavioral Targeting
Email Marketing
Customer Relationship Management

Preparation Guide

Candidates brewing for the Certified Hospitality Sales and Marketing Professional exam should recognize the importance of exam resources. During the exam preparation, it is important to get all the necessary exam study sources. This will provide the benefit to understand the concepts and meaning more precisely. In the preparation guide, we will review some of the most significant resources to help the candidate prepare well for the exam.

Certified Hospitality Sales and Marketing Professional preparatory guide

Exam Objectives

For every examination, the first task should be to get all the exam relevant details including the important contents and its topic. With complete exam objectives, the candidate’s exam preparation time is better spent because they already know what to study. For this exam, the topics include:

Hotel Organization
Hotel Rooms
Front Office
Room Reservation
Theories of Selling
Prospecting, Objection Handling, and Closing
Sales Forecasting
Telesales Process
Call Preparation
Marketing Strategies
Sales Promotions
Implementation of Marketing Plans
Digital Marketing

Vskills Online Learning Material

Vskills provides candidates a way to prepare for the exam using the online learning material for existence. The online material for this is regularly updated. Moreover, e-learning is bundled with hard copy material which encourages candidates to enhance and update the learning curve for superior and better opportunities. The candidate can also download the sample chapter for the Certified DTP Operator exam.

Books for Reference

The next step in the preparatory guide should be books and study guides. The candidate needs to find those books which are enriched with information. Finding a good book may be a difficult task, but in order to gather knowledge and skills, the candidate has to find, read, and understand. We recommend the following:

Hospitality Sales and Marketing by James R. Abbey and Ph. D.
Hospitality Sales and Marketing, 5th Edition by James R. Abbey

Practice Test

Practice tests are the one who ensures the candidate about their preparation for the exam. The practice test will help the candidates to acknowledge their weak areas so that they can work on them. There are many practice tests available on the internet nowadays, so the candidate can choose which they want. Try the practice test here!