The hotel industry moves
great amounts of capital whose profitable return
depends in large measure on an effective business
strategy. Training management capable of uniting
a profound knowledge of the services offered and
their means of commercialisation with the most modern
sales techniques, is the objective of this postgraduate
course.
Programme
Introduction
to Marketing
Definition
of the Hostelry Product
- Urban Hotels
- Vacation
Hotels
Market
Research, Analysis of the Competition
and Customer Groups
Price
Policy
- Urban Hotels
- Vacation
Hotels
Channels
of Distribution
- Introduction
and Types
- Travel
Agencies
- Reservation
Services
- Systems
of Automatization
- GDS
- Internet
Commercial
Planning
Sales
Management
- Human Resources
Techniques: Training and
Recruitment of Sales Personnel
- Negotiation
Techniques
- Management
Techniques
- Presentations
Communication
and Publicity
Competitive
Strategies
- Techniques
of Differentiation and Positioning
- Yield Management
- How to
make a DAFO Analysis
- How to
Conduct a Meeting
- How to
Formulate a Strategy for
Launching a Product
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Designed for:
Students
holding a diploma or certification, as well as professionals
with sufficient experience in the field, this to
be determined by the Course Director.
Duration:
300
hours + 300 practical hours.
The
course will run from January to June, in accordance
with the academic calendar.
Schedule:
From Monday to Thursday,
from 17:00 to 21:00.
Evaluation:
The
course being of a fundamentally practical nature
and of high-level specialisation, the system of
evaluation is based on the student’s conscientious
participation and on periodic examinations over
areas designated by each instructor.
The
student must pass an evaluation composed of:
- an
attendance evaluation, in which at least 80%
of class hours must be attended.
- a
report from each course instructor analysing
the work done in each of the various modules.
- a
final project, which will constitute a practical
application of the skills acquired during the
course. The project will be carried out according
to the instructions of the Course Director,
who will determine the project topic, taking
into account the preferences of the student.
The project will be supervised by one of the
course instructors and presented before a panel
created for this purpose.
Certification:
Those
students who complete satisfactorily the above evaluation
process will receive the CENP Diploma in Hostelry.
Enrolment:
Requirements
for enrolment are an accredited certification, a
CV, an Entrance Examination (in some cases), and
a personal interview.
Financing:
Those
students who wish to do so may take advantage of
priority financing under agreements made by CENP
with diverse banking institutions. Loans of this
kind are considered a standard form of payment for
these courses.
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