Event Sales & Service

The business of events is highly competitive and event planners must have strong selling skills, a customer-focused strategy, and an appreciation of superior service. In this course, students study the art and psychology of selling and learn the principles and techniques of strategic selling. Students will develop the skills required for prospecting, making sales calls, relationship building, conducting sales meetings and presentations, and negotiating and closing the sale. The course utilizes case studies, presentations, discussions, and team participation, and places emphasis on developing the student's confidence and professionalism in communicating with event stakeholders and corporate decision-makers.