Syllabus - Institute of Hotel Management Catering Technology ...

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E-07 – SALES AND MARKETINGHOURS ALLOTED: 60 MAXIMUM MARKS: 100S.No. Topic Hours181 Sales Management1.1 Sales Management FunctionsIntroduction to Sales ManagementPersonal SellingSales Process1.2 Selling SkillsCommunication SkillsSales Presentation1.3 Sales Force ManagementJob Analysis, Recruitment and SelectionTraining for the Sales ForceCompensation and Motivation of the Sales ForceMonitoring and Performance evaluation1.4 Planning And Control of the Sales EffortSales PlanningSales Budgeting & Control1.5 Sales Management FunctionsIntroduction to Sales ManagementPersonal SellingSales Process1.6 Selling SkillsCommunication SkillsSales Presentation1.7 Sales Force ManagementJob Analysis, Recruitment and SelectionTraining for the Sales ForceCompensation and Motivation of the Sales ForceMonitoring and Performance evaluation1.8 Planning And Control of the Sales EffortSales PlanningSales Budgeting & Control2 Principles of Marketing Management2.1 Evolution of MarketingDemand , Need , Desires, Wants , Goods & ServicesMarketing Planning182.2 Nine Principles of MarketingProduct , Price, Place, Promotion, Packaging, Process, People , PhysicalEvidence, Pace.National Council for Hotel Management & Catering Technology, Noida16
2.2 Marketing Strategy for hospitality IndustryCompetitors – Types & Strategies2.4 Publicity And PromotionAdvertising , Soft & Hard SellFunctioning of Guest Relation Department3 Marketing & Services & Consumer Behaviour3.1 Marketing of Services – Concepts and IssuesConceptual Frame WorkServices Marketing – Basic Issues3.2 Marketing of Hospitality ServicesMarketing of Hospitality & Tourism Services183.3 Consumer Behaviour – Issues and ConceptsNature , Scope & ApplicationsConsumer Behaviour & Life Style MarketingOrganisational Buying Behaviour3.4 Individual & Group Influences on Buying BehaviourPerceptionsConsumer Motivation & Involvement3.5 Buying ProcessProblem Recognition & Information Search BehaviourInformation ProcessingAlternative EvaluationPurchase Process & Post Purchase Behaviour4 International Marketing Mix4.1 Product Policy & Planning4.2 Adverting & Promotional Management4.3 International Pricing Policy4.4 Distribution & Sales Policy6TOTAL 60Reference Books-Marketing Leadership in Hospitality ---- Lewis ChambersGlobal Marketing Management ------- Warren J KeeganPublic Relation ----------- Dilenschmeider ForrestalMarketing Management -------------- Philip KotlerMarketing Management ------------------- S Ramaswamy, S Namakumari.National Council for Hotel Management & Catering Technology, Noida17
Page 4 and 5: E-02 - CUSTOMER RELATION MANAGEMENT
Page 6 and 7: The position of direct mailThe proc
Page 8 and 9: RECIPROCAL VERBSPAST INDEFINITE OF
Page 10 and 11: E-03/2 - LANGUAGE - GERMANHOURS ALL
Page 12 and 13: Sentences with pronoun objects for
Page 14 and 15: Liaisons with food supplierSupplier
Page 18 and 19: E-08 - BAR MANAGEMENTHOURS ALLOTED:
Page 20 and 21: B-plan presentation to the panel of
Page 22 and 23: 6. Safety and Security System. Safe
Page 24 and 25: E-12 - QUALITY STANDARDSHOURS ALLOT
Page 26: Role Actions Motive of establishmen

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