Instructional Time: Three hours
per week x 16 weeks. All hours will be spent in classroom
lecture/theory.
COURSE DESCRIPTION: A course in the scope of the
various segments of the convention market. Exploration of
individual needs, and the methods and techniques to provide better
service to conventions and groups.
COURSE
LEARNING OUTCOMES: The student will explain the
importance of conventions in terms of income and economic life of
the hotel. The student will recognize, review, and describe
convention and meeting planning. The student will describe facility
types, cost factors, product analysis, marketing tools, and
pre-planning strategy.
PREREQUISITE: ENGL
0301, READ 0302
Course
Competencies:
Unit I
Upon completion of Unit I, the student will be able to: determine
the scope and trends in the meetings industry; develop a marketing
and sales promotion plan by analyzing the property, pinpointing
target areas, determining prospects. The student will understand a
property analysis checklist and define the many groups within the
market. The student will understand kinds and characteristics of
association meetings; kinds and characteristics of corporate
meetings and group businesses, the student will also be able to
determine the needs of non profit organizations including SMERF,
government agencies and incentive meetings. The student will
understand the Sales and Marketing Staff positions within the hotel
framework, understand advertising and selling techniques. The
student will be able to negotiate contracts and compose letters of
agreement. (Preface, Introduction and Chapters 1 - 9)
QUIZ GRADE
Unit II
Upon completion of Unit II, the student will be able to: define the
service function and the importance of overall communication within
the staff. The student will be able to review preparation of the
event with reservations systems, rooming assignments and check
in/out procedures and overall preparation for conventions. The
student will review types of function rooms, layouts, setups,
furniture and audio visual equipment. The student will be able to
determine the important functions of the Food & Beverage Services in
convention services. The student will be able to examine convention
security, the key elements of exhibits, convention billing and
post-convention review. (Chapters 10-18)
QUIZ GRADE
Evaluation And Grading: There will be
a quiz at the end of each unit, an interview/analysis paper,
Hospitality Open House Project, comprehensive final exam and
homework assignments. NO MAKE UP quizzes will be given unless
arrangements have been made beforehand with the instructor. A
deduction of ten points may be taken from any exam taken late. An
exam grade of "zero" will be given to anyone not attending the final
exam.
Grading:
| Homework |
20% |
| Unit quizzes (2) |
50% |
| Interview/Analysis |
10% |
| Open House Project
and Evaluation |
10% |
| Comprehensive Final
Exam |
10% |
Grading will be based on an average of
the above grades using the following scale:
| 90 - 100
= A |
| 80 -
89 = B |
| 70 -
79 = C |
| 60 -
69 = D |
| Below 60
= F |
A student must obtain a grade of "C" or
better in all hospitality related courses in order to qualify
for graduation.
Materials: Each student is
expected to attend lectures and to be on time. Students are
expected to bring pen, pencil, textbook, workbook, and paper for
note taking. Some assignments from local newspapers and regional
magazines may also be required.
Bibliography:
The required text is Convention Sales & Service (Fifth
Edition), by Astroff and Abbey and Instructor=s workbook.
Journals, books, and papers for additional reading are available in
the library.
DRESS CODE FOR FIELD TRIPS
APPROPRIATE BUSINESS ATTIRE OR DEPARTMENT POLO SHIRT USED
WITH SLACKS OR SKIRTS MUST BE WORN ON ALL FIELD TRIPS. NO JEANS,
CAPS, SHORTS, T-SHIRTS OR SWEATS.
