DePaul University College of Business > Academics > School of Hospitality Leadership > Majors & Minors > Hospitality Leadership (BSB) > Specialization Requirements > Sales Leadership

Sales Leadership

Selling to groups of people, whether for business or pleasure, is an integral part of the hospitality business. Corporations send legions of managers to meetings and conventions, and to call upon customers for sales and service purposes. Travel agencies design package tours that are open to the general public. Families celebrate weddings, anniversaries, and other special events. All of these activities involve the negotiation and coordination of groups of people who often want food to eat, places to meet, and rooms in which to sleep. To prepare for a career in the art of selling to these groups, a student majoring in Hospitality Leadership with this specialization must complete the following requirements totaling at least 12.0 hours:

Graduation Requirements

All Hospitality Leadership (HSP), Marketing (MKT), and any other courses used toward the Hospitality Leadership major must be completed with a minimum grade of C- (or PA where specified) and with a combined GPA of 2.000 or higher.

MGT 360


Leadership is a social influence process, the success of which is dependent upon certain skills (e.g. communication, conflict resolution) and situational factors (e.g. task characteristics, organizational structure). This course applies traditional and contemporary leadership theory to the development of individual leadership skills. Classroom experiences focus on understanding and practicing skills associated with effective leadership. PREREQUISITE(S): MGT 300.
MGT 300 is a prerequisite for this class.

HSP 382


Labor relations and collective bargaining relative to the hospitality industry and their uniqueness in the various segments are explored in this course. The course will focus on labor relation information specific to approaches used by unions to organize as well as methods used by management to combat organization. PREREQUISITE(S): MGT 300
MGT 300 is a prerequisite for this class.

MGT 320


A study of the training and management development practices of organizations. Emphasis is placed on the identification of training needs, program design, choice of training methods and the evaluation of results. The practices and legislation affecting promotion of employees are also discussed. PREREQUISITE(S): MGT 307.
MGT 307 or HSP 382 is a prerequisite for this class.

MGT 322


The theory and application of the concepts, principles and tools of modern quality control and management in manufacturing and service organizations. Specific topic areas include product design, process control, vendor selection and certification, quality information systems, quality costs, customer contact, and TQM philosophies and techniques. PREREQUISITE(S): MGT 301
MGT 301 is a prerequisite for this class.

MGT 361


Techniques of organizational design and development with emphasis on the methods of planned and controlled change of the organization to insure its survival in a changing external environment. The interdependent elements of people, structure, tasks and technology will be examined and related to changes in problem-solving and renewal processes of personnel in the organization. Various phases of the OD process including changes in employees' attitudes, resistance to change, survey feedback, team building, sensitivity training, Quality of Work Life, and intervention techniques will be explored. PREREQUISITE(S): MGT 300.
MGT 300 is a prerequisite for this class.

MGT 373


This course will provide an overview of the opportunity recognition and evaluation process by examining how people, the industry, and the social environment interact to identify, create and shape entrepreneurial opportunities. The focus of this course is on creativity and innovation within an entrepreneurial context. Students learn creative tools and applications to assist in designing new business ideas and ventures. PREREQUISITE(S): MGT 300
MGT 300 is a prerequisite for this class.

MGT 370


A business plan is an important strategic tool required to help establish the direction of an enterprise and attract capital required to run the business. It incorporates and integrates the functional areas of business and puts into practice many of the concepts and theories acquired in other classes. It describes the overall business venture, the product or service, the customers, the competition, the marketing, the legal structure, the operations, the human resources plan, the break-even analysis, the financing and all those things that are required to run a business. It helps to identify many unanticipated factors and reality-tests critical assumptions, thereby creating a roadmap for a successful enterprise. Students are encouraged to identify a business opportunity and develop their own business plan. PREREQUISITE(S): MGT 300 and MGT 301
MGT 301 is a prerequisite for this class.

MGT 345


The intangible nature of services creates special challenges for the management of service organizations. These challenges are considered through examples drawn from various service industries - e.g., banking, transportation, hotel/restaurant, and retail - and from internal service functions such as personnel, information processing and production planning. Discussion, exercises, and assignments focus on the nature of service operations, decisions faced in the management of services and tools available to facilitate effective and efficient service delivery. Topics covered include: the service economy, service concept, design of service delivery systems, staffing delivery systems, capacity management, quality control, and service strategy. PREREQUISITE(S): MGT 301.
MGT 301 is a prerequisite for this class.

MGT 393


Students encounter real work experience improving linkages between classroom efforts and the business world. PREREQUISITE(S): MGT 300 and permission required.
At least 88 cumulative units is a prerequisite for Business courses that require Junior standing.

HSP 399


Available to students of demonstrated capability for intensive independent work in Hospitality Leadership.

MKT 352


An introduction to the various types of new products and services, and to the new product management process used by many firms to increase the likelihood of success while minimizing financial risk. Students will learn about new product conceptualization, development, and launch stages of the process, and be introduced to some of the tools and techniques employed in each. PREREQUISITE(S): MKT 202 & MKT 301
(MKT 202 or FIN 202 or MGT 202) and MKT 301 are a prerequisite for this class.

RE 350


This course introduces essential institutional, legal, regulatory, and financial aspects of real estate in the U.S. economy and financial system. The course incorporates demographic data for real estate market analysis and includes an exercise in land use planning. PREREQUISITE(S): Junior standing
At least 88 cumulative units is a prerequisite for Business courses that require Junior standing.

RE 300


This course reviews the essential legal requirements of real estate transactions.

RE 320


This course provides a systematic introduction to urban planning issues for students who have little background in this area. The course will explore both historical and contemporary urban planning concepts and will cover a wide variety of topics including land use regulation, economic development, environmental and energy planning, growth management and urban development issues, generally from a real estate and built environment perspective.

RE 352


Patterns of financing real estate property, including individual, commercial and industrial-relates to capital structure analysis. Institutional analysis, including middlemen and ultimate financing sources-relates to capital market analysis. Leverage effects, collateral and protective devices-relates to risk and return analysis. PREREQUISITE(S): FIN 310 & RE 350
FIN 310 and RE 350 are a prerequisite for this class.

RE 353


Property evaluation-relates to economics and security analysis. Real estate investment decisions-relates to risk analysis, portfolio construction and management, cash flow (including taxes) analysis, and investment strategy. PREREQUISITE(S): RE 352
RE 352 is a prerequisite for this class.

RE 354


Real Estate Valuation. Introduction to the appraisal process. Basic approaches to valuation analysis including both residential and income properties. This course includes the income capitalization methods and complex valuation assignments. PREREQUISITE(S): FIN 310 & RE 350
FIN 310 and RE 350 are a prerequisite for this class.

RE 398


Special Topics in Real Estate offers an in-depth study of current industry-related issues. Content, format, and prerequisites vary by section. Subject matter will be indicated in the class schedule.

HSP 360


Principles and practices involved in hospitality industry pricing strategies from economic, systems, marketing, distribution, and brand perspectives are explored. Topics include an introduction to yield management, technological trends, pricing theory, benchmarking and reporting matrices, transparency in group and transient market pricing, ethical pricing decisions and the impact upon environmental sustainability, hurdle rates, pricing fences, and the process of competitive analysis. Simulation hotel software is used. PREREQUISITE(S): Concentration Completed and FIN 310
FIN 310 and MAT 137are a prerequisite for this class.

HSP 361


Identify, exploit and secure opportunities for hotel revenue maximization. Current methodologies are explored along with the many ethical and legal issues associated with different pricing strategies. Particular emphasis is on optimization of pricing and capacity allocation decisions, impact upon environmental sustainability, constrained optimization, quantitative models of consumer behavior, demand forecasts, and market uncertainty. PREREQUISITE(S): HSP 360
HSP 360 is a prerequisite for this class.

HSP 362


The evolution of the distribution of global hospitality and tourism products is explored. Distribution systems have become increasing complex and sophisticated, increasing the need for successful channel management. Topics include the integration of channels, the role of intermediaries, channel optimization, pricing integrity, product packaging the impact upon environmental sustainability, and the integration of marketing efforts in distribution outlets. PREREQUISITE(S): HSP 360
HSP 360 is a prerequisite for this class.

HSP 371


Developing effective strategies for managing customer relationships is the focus of this course, including the active management of relationships through data analysis of customer demands, expectations, and needs. Topics include customer behaviors, expectations, creation and positioning of value, guest satisfaction, ethical service delivery, service quality and sustainable continuous improvement processes, technological applications and loyalty/reward programs. PREREQUISITE(S): Concentration Completed and MKT 310
MKT 310 is a prerequisite for this class.

MKT 395


The course provides an introduction to Interactive/Internet marketing methods and high-level insight into the technology challenges that the respective marketing effort presents. Business to Consumer examples and strategies will be explored in a variety of vertical markets (e.g. financial services, technology, retail, catalog, manufacturing, health care, hospitality and entertainment). Integration with other marketing channels will be discussed. Global, privacy (including legislation challenges) and ethical issues will be introduced. Format will include lecture, guest speakers from the industry, Web browsing, quizzes, analysis and strong emphasis on discussion. A web integrated marketing strategy paper will be developed incorporating all concepts and experiences. PREREQUISITE(S): MKT 202, MKT 305 & MKT 310
MKT 301, MKT 310, and ([MKT 202 and MKT 305] or an intended/declared HSP Virtual Marketing specialization) is a prerequisite for this class.

MKT 398


Content and format of these courses are variable. An in-depth study of current issues in marketing. Subject matter will be indicated in class schedule. The Marketing department offers special topics in a variety of areas. Students may take more than one special topics course as an elective. PREREQUISITE(S) Varies by topic

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