Contents

HMGT 163 Introduction to Meetings, Conventions, and Expositions

This course provides students with an introductory approach to the various types of meetings and conventions, the types of organizations that stage these events, and how to reach and sell to this important group segment. It also includes the aspects of meeting and convention service. The course examines practical advice on how to reach each of the group meeting market segments, how to implement successful sales strategies, and how to ensure that an event flows smoothly.

Credits

3

Hours Weekly

3 hours weekly

Course Objectives

  1. 1. Provide an overview of the current meetings and conventions market and the trends that are affecting
    this segment today.
  2. 2. Discuss a marketing plan, its components, and details of how to put a marketing plan into action.
  3. 3. Review various sales structures and positions and demonstrate how sales functions are managed.
  4. 4. Discuss the characteristics of the various meeting market group segments.
  5. 5. Identify and create sales strategies.
  6. 6. Develop an advertising strategy.
  7. 7. Analyze contract negotiations, detailing the points that should be covered in a letter of
    agreement/contract.
  8. 8. Develop an overview of the service function, detailing several management options for large and small
    properties.
  9. 9. Develop a plan to manage guestrooms through the effective use and understanding of reservation
    systems.
  10. 10. Conduct a pre-convention meeting, incorporating resumes, banquet event orders, and follow up.
  11. 11. Discuss the requirements for successful group events, including registration and convention security.
  12. 12. Develop an overview of the world of exhibits and trade shows, focusing on types of exhibits, key
    personnel, and billing procedures through hands-on activities, case studies, and research.

Course Objectives

  1. 1. Provide an overview of the current meetings and conventions market and the trends that are affecting
    this segment today.
  2. 2. Discuss a marketing plan, its components, and details of how to put a marketing plan into action.
  3. 3. Review various sales structures and positions and demonstrate how sales functions are managed.
  4. 4. Discuss the characteristics of the various meeting market group segments.
  5. 5. Identify and create sales strategies.
  6. 6. Develop an advertising strategy.
  7. 7. Analyze contract negotiations, detailing the points that should be covered in a letter of
    agreement/contract.
  8. 8. Develop an overview of the service function, detailing several management options for large and small
    properties.
  9. 9. Develop a plan to manage guestrooms through the effective use and understanding of reservation
    systems.
  10. 10. Conduct a pre-convention meeting, incorporating resumes, banquet event orders, and follow up.
  11. 11. Discuss the requirements for successful group events, including registration and convention security.
  12. 12. Develop an overview of the world of exhibits and trade shows, focusing on types of exhibits, key
    personnel, and billing procedures through hands-on activities, case studies, and research.