Sales and Revenue Management (5 cr)

Evaluation scale

H-5

Content scheduling

After completing the course the student can:
- Explain the principals of revenue management (incl. pricing, capacity management and seasonality in demand)
- Recognize the characteristics in distribution in hospitality business
- Undergo sales negotiations in various sales contexts
Contents:
- The concept of revenue management
- Complexity of distribution channels in tourism
- Sales negotiations skills

Fall 2020
3.11. Introduction to the Revenue Management (SS)
3.11. Keynote (AK)
10.11. Excel (VR),
10.11. Keynote (SS)
17.11. Excel (VR)
17.11. Keynote (SS)
24.11. Work shop (SS, AK and consultant) 09.00 - 15.00hrs
1.12 Sales negotiations (MR) 09.00 - 15.00hrs
8.12. Sales Drills (MR & AK) 09.00 - 16.00hrs
15.12. Exam (AK)

Objective

After completing the course the student can:
- Explain the principals of revenue management (incl. pricing, capacity management and seasonality in demand)
- Recognize the characteristics in distribution in hospitality business
- Undergo sales negotiations in various sales contexts

Content

- Revenue and yield management
- Complexity of distribution channels in tourism
- Sales negotiations skills

Materials

Key note materials at Optima
Visitor materials
Legohérel, P., Poutier, E. & Fyall, A. (Eds.) (2013). Revenue management for hospitality and tourism. Oxford: Goodfellow Publishers.

Teaching methods

The course is based on blended learning as well as activating learning approach. The aim is that students assimilate the core concepts and models of revenue management as well as sales negotiation skills. The course implementation includes independent learning and studying , key notes and a sales negotiation drill. These will be explained in more detail at Optima eLearning platform.
Innopeda competences enforced during this course:
INTERNATIONALIZATION
* We work in multicultural groups
LEARNING ACTIVATION & TEACHING METHODS
* * Independent and pair work
The overall assessment is composed of self, peer and teacher assessments utilizing Innopeda competences.

Exam schedules

Exam 15.12.2020
Resit timetable to be adviced

Pedagogic approaches and sustainable development

Teaching at TUAS is based on #Innopeda, a learning method developed at TUAS. It is based on experimenting, sharing know-how and combining different approaches. With Innopeda we connect teaching, research and development activities, internationality, and cooperation with working life. Read more at: https://messi.turkuamk.fi/english/Studying/studying-at-turku-uas/Pages/Innovation-pedagogy.aspx

Completion alternatives

None

Student workload

5ects = 135hrs of student work:
Contact 40hrs:
* Keynote lectures
* Hands on exercises with Excel
* Sales negotiation drill
*Exam

Evaluation methods and criteria

Sales negotiation demonstration (Evaluation 1 - 5), 50%
Revenue calculation exercise, Pass/ fail
Exam (Evaluation 1 - 5), 50%

Failed (0)

Student does not pass the sales negotiation demonstration, exam and/or has failed to return the calculation exercise.

Assessment criteria, satisfactory (1-2)

Student has participated into sales negotiation demonstration and shows some skill in negotiating. Student has returned and passed the Revenue Management calculation exercise. Participation in the classes is not active.

Assessment criteria, good (3-4)

Student has demonstrated good negotiation skills. Student is able to use appropriate language and appropriate terminology. Student knows the tools of revenue management and is able to use the knowledge in the decision making and pricing. Student is participating somewhat actively.

Assessment criteria, excellent (5)

Student has demonstrated very good negotiation skills and looks for an intelligent win-win solution.Student uses very good language and appropriate terminology. Student knows the tools of revenue management well and is able to use the knowledge in the decision making and pricing well. Student is actively participating. Student has returned the revenue calculation exercise on given comp set on time and it is passed.