Sales & Distribution Management

Catalog description

This course examines the evolution of the distribution of hospitality and tourism products. The increasing complexity and sophistication of distribution requires that managers be able to define the issues and challenges associated with successful channel management. Topics include: distribution intermediaries, channel optimization, pricing integrity, dynamic packaging, competitive distribution analysis, and integration of marketing in distribution outlets. Negotiation of third-party providers, technological enhancements, and group and transient systems are examined.