Convention and Exhibit Services
Norfolk State University
Pursuing Excellence in a Student-Centered University: Metrics and Milestones
School of Business
Accredited by AACSB International: The Association to Advance Collegiate Schools of Business©
School of Business Theme:
High Productivity and Continuous Development
School of Business Vision:
To become a regional magnet for developing business leaders
School of Business Mission:
To provide a high quality management education to a diverse student population. This is accomplished primarily through teaching and the development of instructional processes which ensure that students are equipped to be productive citizens in a global society.
Tourism and Hospitality Program Learning Goals: The goals of the tourism and hospitality management program are to provide graduates a solid understanding of:
1. The use of information in decision-making
2. The design and use of systems for controlling costs and the tactics and strategies for maximizing revenues in lodging and foodservice operations
3. The methods and practices of providing outstanding customer service.
Survey of the organization and management of member-owned and proprietary private clubs and resorts. Study of the relationship between board of directors, management, employees, club committees, and club members. Emphasis on budget preparation, including applicable tax laws.
James C. Corprew, D.B.A.
Room A-137 Brown Memorial Hall
Office Hours: By Appointment
Milton T. Astroff and James R. Abbey. Convention Management and Service. 8th Edition. American Hotel and Lodging Educational Institute. Lansing, Michigan, 2010.
Course Learning Outcomes:
Instructional Objectives: After reading the text and assigned references, participating in class lecture-discussions and listening to guest speakers from industry, the student will be much better prepared to:
Describe the scope of the convention, meetings and trade show industry in terms of types of meetings, who holds meetings, and emerging types of meeting facilities.
· Explain the steps in developing a marketing plan.
· Describe considerations in the organizational design of a sales department, and outline how a sales office interfaces with other departments.
· Identify characteristics of association meetings that are important for selling to the association market.
· Identify characteristics of corporate meetings that are important for selling to the corporate market.
· Describe SMERF groups and explain how to approach selling meeting services and products to them.
List and describe the steps in making a personal sales call.
· Summarize the process of planning an advertising strategy and describe how public relations and publicity can help a property reach meeting planners.
· Describe the elements of a letter of agreement or a contract and distinguish between those elements.
· Describe considerations in determining who should coordinate hotel service to groups, and describe the duties and organizational relationships of the position of convention service manager.
Summarize considerations hotel staff must make when assigning rooms to meeting attendees.
To achieve the above-stated objectives, the student will:
1. Become proficient on course content.
2. Answer questions in writing and give presentations on assigned readings, including case studies.
3. Turn in solutions to assigned problems.
4. Be expected to discuss assigned readings in class as active participants.
5. Attend all tours scheduled for the course. Under special circumstances (students on military deployment, etc.) alternative arrangements may be made by the instructor.
Text, Part I, Chapters 1 – 9. Meetings and Conventions , Chapters 1 – 9. Review of