AIM University Group

Professional Certificates, Higher National Diplomas, Postgraduate Diplomas, And Bachelor's And ​Master's Degrees

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AIMsters eClassroom
​​Summer 2020 - ITTM

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• INSTRUCTORS
• UNIT 45
• UNIT 48

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The Instructor for unit 39 is Judith Robb-Walters.
Your Program Success Managers are Chris-Ann Hunter and Sasha-Lee Sommers.​
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• Judith holds a Master's in Business Administration from the University of Leicester, a Diploma in Business Administration from Excelsior Community College, and she is a certified Chartered Accountant from The Association of Chartered Certified Accountants (ACCA).

 

• Chris-Ann holds a certificate from Harvard University in teaching at Higher Education, a master's degree from University Of Northampton in Business Administration, and undergraduate qualifications in Business and Tourism from University of Worcester, BTEC, and Cambridge International respectively.​


• Sasha-Lee Sommers holds a certificate from Harvard University in teaching at Higher Education, a master's degree from University Of Northampton in Business Administration, and undergraduate qualifications in Business and Tourism from University of Worcester, BTEC, and Cambridge International respectively.

Unit Title: Sales Management
Unit Index: 45
​Level: 5
Credit Value: 15 (UK) 
Credit Value: 3   (US)
Program: International Travel And Tourism Management (Aviation)

Course Description
​Travel and tourism marketing and sales involves promoting and selling a variety of travel services, attractions and holiday packages. Sales managers in travel and tourism are self-motivated, able to set and achieve goals, and use time and efforts effectively and efficiently. They need to have strong selling skills and product/service knowledge to be able to adapt what they sell to meet specific client needs.

This unit introduces students to the discipline of sales management for the 21st century. Changing dynamics between buyers and sellers, driven by the fast-paced evolution of e-commerce and globalization, has led travel and tourism organisations to review and adapt their sales management approach in response to a customer driven culture.

This unit gives a comprehensive overview of sales management and equips students with the tools and knowledge they need to succeed in today’s increasingly complex and fast-paced sales environment. 


Expected Student Learning Outcomes

• By the end of this unit you will be able to: 

1. Demonstrate an understanding of the principles of sales management
2. Evaluate the relative merits of how sales structures are organised, and recognize the importance of ’selling through others
3. Analyse and apply principles of successful selling
4. Demonstrate an understanding of the finance of selling.​

LESSONS AND ASSIGNMENTS

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Unit Title: Launching A New Venture
Unit Index: 48
​Level: 5
Credit Value: 15 (UK) 
Credit Value: 3   (US)
Program: International Travel And Tourism Management (Aviation)


Course Description
This unit provides students with a practical understanding of what is required to successfully launch a new venture. It gives students an opportunity to work within a small team to fully plan the launch of a specific new venture idea. Students will learn about work through the stages of planning to launch the venture, culminating in a group presentation of a launch plan. This will include an explanation of the idea, how it will attract customers and have competitive advantage. Students will develop a promotional plan to get it started, preparing a budget for launch and a cash flow forecast for the first 12–18 months of operation for the chosen venture. They will learn about the need for resourcefulness when starting a new venture, and will be able to identify and tap into personal networks which can offer a valuable source of knowledge, resources, advice and opportunities.

Student Learning Outcomes
By the end of this unit you will be able to:

• 1. Investigate the range of resources required to launch a new venture
• 2. Assess the skills and capabilities required and how these might be acquired or developed
• 3. Explain and justify appropriate promotional activities to support the launch
• 4. Suggest an appropriate legal form and compile a budget for launch. ​

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CLASSES AND ASSIGNMENTS

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Credit Accumulation 
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​The credit level is an indicator of the relative complexity and/or depth of learning.  Credit is awarded once you have successfully completed a course unit. The credit value of the unit considers the amount and depth of learning which you achieved. The diagram above shows an example of the credit structure for a bachelor's degree with honours. Using credit, this would be expressed as a total of 360 credits, with 120 credits at level 6.  
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 A number of credits are normally assigned to each course unit, which indicates the amount of learning undertaken, and a specified credit level indicates the relative depth of learning involved. Together, these are known as the credit value. As you progress through the program you will start to gather credit for course units that you successfully complete. This is called credit accumulation.  
 Credits are then accumulated towards the total credit required for a program of study/qualification (for example, a minimum of 240 credits is required at levels 4&5 to top-up the BA (Hons); and a minimum of 120 credits at level 7 to advance to the Master's degree top-up, and so on).

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