designed and conducted in cooperation with Booking.com and Expedia we offer the following elective course for our students!
Why to apply?
Tourism is considered to be one of the largest industries worldwide and has witnessed a dramatic change since the emergence of the internet. According to a survey undertaken by TripAdvisor in October 2015, 65% of users (across generations) book their accommodations online. Travel intermediaries have seen disintermediation, followed by reintermediation and new market players have entered the “agora”. Huge mergers & acquisitions are happening on a daily basis and the interconnections are hardly comprehensible.
New circumstances require a new set of skills and give room to new perspectives to all those seeking an international career in eTourism, where analytical thinking, foreign language proficiency as well as sales and negotiation skills are a great asset.
The aim of the Online Travel Distribution elective course is to bring light into this highly complex and fast changing topic, by inviting industry experts giving students the chance to
learn from leading professionals and hear which insights they share with us! The course is designed in close cooperation with our official partners Expedia and Booking.com which are as such also listed on the final certificate that the participants will obtain. Three of the trainers from the mentioned companies will provide a transfer of knowledge straight from practice. Not only does the course offer an in-depth content complementary to the existing curriculum on the BA and MA level, but can also be seen as a sort of assessment center of two of the largest players in the field of online booking.
What can you expect?
Diverse content with a focus on market structure, analytical skills as well as a sales and communication training which are directly related to the requirements of OTAs.
With the following teachers and trainers:
- Corinna Dullnig: Hotels Senior Account Manager, booking.com
- Fritz Oberhumer: Strategic Account Director, expedia
- Wolfgang Pagl: Director of Market Management Eastern Europe, expedia
- Dominik Sobotka: further information available at: http://onmari.com/ueber-uns/
Component 1: Market Structure
Market structure: Supply – Intermediaries – Demand, benefits of intermediaries for facility owners and hotels as well as guests.
Component 2: Analytical Skills
Business case exercise
Session1:
- Business case introduction
- Sharing of techniques on how to build the case & build a strategy
- Research and outline of the case structure (group work)
Session2:
- Checkpoint on the progress of individual groups
- Pitch formalizing
Session3: Pitch presentation and feedback
Component 3: Sales Training & Communication
- Theory behind sales vs. consulting
- Techniques of starting a conversation (Communication cycle) – group work with practical exercises
- Techniques of handling objections including role plays
Who can apply and how?
Bachelor level: 6th semester students (imtb/imte)
Master level: 2nd and 4th semester students
Admission requirements: GPA 2,2 or more
Please apply by submitting a letter of motivation to office.imte@fh-salzburg.ac.at
by February 28th, 2017
Online_Travel_Distribution
For further information do not hesitate to contact us at office.imte@fh.salzburg.ac.at