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HOSP309 - Convention Sales and Services

Course Details

Course Code: HOSP309 Course ID: 4117 Credit Hours: 3 Level: Undergraduate

A practical insight into servicing different kinds of meetings and conventions, the types of organizations that stage such events, and the people who hold the key to site selection, and implementation is the focus. Convention management is presented in a way that prepares the student for real-world experiences in planning, selling and servicing meetings and conventions.


Course Schedule

Registration Dates Course Dates Session Weeks
07/29/19 - 01/03/20 01/06/20 - 03/01/20 Winter 2020 Session B 8 Week session

Current Syllabi

After successfully completing this course, you will be able to:

  1. Determine client and attendee needs and resources based on shared attributes as well as individual characteristics of organizations within major market groups and subgroups
  2. Evaluate a marketing plan based on components and thoroughness.
  3. Evaluate preparation for contract negotiation in convention sales and service.
  4. Analyze purpose and functions of convention elements, including food, room arrangement, technology, services, and security.
  5. Create a document to provide guidelines and training for correct performance of convention sales and management stewardship

Reading Assignments:

Weekly readings as assigned in the lessons

Forum Assignments:

Detailed forum expectations and grading rubrics are posted in the forums and in the classroom lessons.

Homework Assignments and Final Project:

There are assignments due throughout the course, and a final project due at the end of the course. Specific details for each assignment can be found in the Assignments section of your online classroom.

NameGrade %
Forum Posts 40.00 %
Week 1 Introduction 5.00 %
Week 2 forum 5.00 %
Week 3 forum 5.00 %
Week 4 forum 5.00 %
Week 5 forum 5.00 %
Week 6 forum 5.00 %
Week 7 forum 5.00 %
Week 8 forum 5.00 %
Assignments 40.00 %
Week 4 Assignment: Contracts 6.67 %
Week 2 Assignment: Selling to Groups 6.67 %
Week 3 Assignment: Marketing Plan Assessment 6.67 %
Week 5 Assignment: Case Study 6.67 %
Week 6 Assignment: Planning Food Service 6.67 %
Extra Credit: Week 4 Resource Review 3.33 %
Extra Credit: Sharing Forum 3.33 %
Final Project 20.00 %
Term Project: Mentoring a Planner 19.51 %
Week 3: Term Project Focus 0.49 %

The VitalSource e-book is provided via the APUS Bookstore.

Please visit for more information.

Required Readings – As assigned, see Weekly Lessons and Forum Postings

Additional Resources and Websites – See Weekly Lessons

Book Title:Various resources from the APUS Library & the Open Web are used. Please visit to locate the course eReserve.
Author: No Author Specified

Previous Syllabi

Not current for future courses.