MRK335 - Business Development Management

Outline information
Semester
Schools offering this subject
Last revision date Sep 30, 2019 12:56:28 AM
Last review date Dec 2, 2019 12:15:24 AM

Subject Title
Business Development Management

Subject Description

The relationship with the customer is the foundation of success of any organization, and nowhere is this truer than in the Tourism and Hospitality sector. Customers are more demanding and discerning than ever, and new technologies mean that sales professionals must be flexible and skilled. This course equips students with the partnering strategies, the presentation skills and the technology awareness needed when selling the Tourism and Hospitality product in a professional, interactive manner.


Credit Status
One credit.

Learning Outcomes
Upon successful completion of this subject the student will be able to:

  1. Build a prospect list through the use of social media, CRM tools and other technologies
  2. Develop a supportive partnering relationship with a prospective client
  3. Discover the client’s needs through research, active listening and questioning techniques
  4. Analyze the client’s motivations, needs and expectations to recommend appropriate products
  5. Plan and deliver a sales presentation that effectively communicates a product’s features, benefits and appropriateness
  6. Overcome sales objections in order to persuade the client to commit to a purchase
  7. Apply professional standards of business etiquette, dress, hygiene and grooming consistent with Hospitality and Tourism industry business standards.

Essential Employability Skills
Communicate clearly, concisely and correctly in the written, spoken and visual form that fulfils the purpose and meets the needs of the audience.

Respond to written, spoken, or visual messages in a manner that ensures effective communication.

Apply a systematic approach to solve problems.

Use a variety of thinking skills to anticipate and solve problems.

Locate, select, organize, and document information using appropriate technology and information systems.

Analyze, evaluate, and apply relevant information from a variety of sources.

Show respect for diverse opinions, values, belief systems, and contributions of others.

Interact with others in groups or teams in ways that contribute to effective working relationships and the achievement of goals.

Manage the use of time and other resources to complete projects.

Take responsibility for one's own actions, decisions, and consequences.

Academic Integrity
Seneca upholds a learning community that values academic integrity, honesty, fairness, trust, respect, responsibility and courage. These values enhance Seneca's commitment to deliver high-quality education and teaching excellence, while supporting a positive learning environment. Ensure that you are aware of Seneca's Academic Integrity Policy which can be found at: http://www.senecacollege.ca/about/policies/academic-integrity-policy.html Review section 2 of the policy for details regarding approaches to supporting integrity. Section 2.3 and Appendix B of the policy describe various sanctions that can be applied, if there is suspected academic misconduct (e.g., contract cheating, cheating, falsification, impersonation or plagiarism).

Please visit the Academic Integrity website http://open2.senecac.on.ca/sites/academic-integrity/for-students to understand and learn more about how to prepare and submit work so that it supports academic integrity, and to avoid academic misconduct.

Discrimination/Harassment
All students and employees have the right to study and work in an environment that is free from discrimination and/or harassment. Language or activities that defeat this objective violate the College Policy on Discrimination/Harassment and shall not be tolerated. Information and assistance are available from the Student Conduct Office at student.conduct@senecacollege.ca.

Accommodation for Students with Disabilities
The College will provide reasonable accommodation to students with disabilities in order to promote academic success. If you require accommodation, contact the Counselling and Accessibility Services Office at ext. 22900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.