BHM330 Hospitality Marketing and Sales
Hospitality Marketing and Sales notes
10 chapter notes, in syllabus order. Each starts with the key points.
Unit 1
Hospitality Marketing: Definitions, Scope, Mix & TrendsUnit 1 of Hospitality Marketing and Sales introduces core concepts like the hospitality marketing mix, differences from general marketing, and key trends (e.g., digitalization, sustainability). It covers definitions, the 7Ps framework, and real-world applications in hotels, restaurants, and travel agencies—with visuals8 min readUnit 2
Marketing Environment: Forces, Trends & Hospitality ImpactUnit 2 of Hospitality Marketing and Sales explores the internal and external forces shaping hospitality marketing—micro/macro environments, PESTEL analysis, competitive forces, and how trends like digitalization or sustainability reshape hotels, restaurants, and travel agencies. Learn to analyze real-world cases (e.g.,12 min readUnit 3
Consumer Behaviour in Hospitality: Factors, Models & Decision-MakingUnit 3 of Hospitality Marketing and Sales explores how guests make choices in hospitality, covering psychological, cultural, and situational influences on consumer decisions, with real-world examples from Nepali and global brands.19 min readUnit 4
Segmentation, Targeting & Positioning: Strategies for Hospitality SuccessUnit 4 of Hospitality Marketing and Sales explores how hotels and restaurants divide markets (segmentation), choose ideal customers (targeting), and craft unique brand images (positioning) to stand out—with real-world examples from Nepal’s hospitality industry and global leaders.10 min readUnit 5
Hospitality Products & Services: Types, Features & ManagementUnit 5 of Hospitality Marketing and Sales explores the nature of hospitality products (tangible/intangible), service characteristics, product life cycles, and strategies for enhancing guest experiences—with real-world examples from Nepali hotels, airlines, and digital platforms.11 min readUnit 6
Pricing Strategies: Methods, Models & Real-World Applications in HospitalityUnit 6 of Hospitality Marketing and Sales explores how hotels, restaurants, and travel services set prices—from cost-based to demand-driven models—with Nepali and global case studies, worked examples (e.g., Nabil Bank’s loan pricing, Daraz’s dynamic discounts), and exam-focused comparisons of strategies.10 min readUnit 7
Distribution Channels & OTAs: How Hotels Sell Rooms GloballyUnit 7 of Hospitality Marketing and Sales explores how hotels distribute their products through direct and indirect channels, the role of Online Travel Agencies (OTAs), and how digital platforms like Booking.com and Agoda shape modern hospitality sales—with real-world examples from Nepal and global leaders.13 min readUnit 8
Promotion & Advertising: Tools, Strategies & ImpactUnit 8 of Hospitality Marketing and Sales explores the core concepts of promotion and advertising in hospitality, covering types of promotion (advertising, sales promotion, PR, personal selling), the AIDA model, integrated marketing communications (IMC), and digital advertising strategies. It includes real-world applic15 min readUnit 9
Personal Selling & Sales Management: Techniques, Strategies & PerformanceUnit 9 of Hospitality Marketing and Sales explores the art and science of personal selling in hospitality, covering sales techniques, management principles, and performance evaluation—with real-world applications from Nepali hotels and global brands.12 min readUnit 10
Digital Marketing for Hotels: Strategies, Tools & SuccessUnit 10 of Hospitality Marketing and Sales explores how hotels leverage digital platforms—SEO, social media, email, and online booking—to attract guests, build loyalty, and drive revenue, with real-world examples from Nepali and global brands.12 min read