What is the Certified Hotel Sales Executive?

The Certified Hotel Sales Executive is a globally recognised professional certification by the Global Leadership Institute (GLI), designed to equip professionals with advanced competencies in Leadership & Management.

How long does this certification take?

The programme is 11 Weeks and can be completed at your own pace through our self-paced online option, or alongside live virtual sessions.

Is this certification globally recognised?

Yes. GLI certifications are internationally recognised and carry CPD credits, making them valuable for career advancement worldwide.

What level is this certification?

This is a Advanced Level certification, suitable for professionals with relevant experience or background in the field.

You can enrol by emailing info@certifications.ac, contacting us via WhatsApp at +254 722 223 084, or filling the enrolment form below.

Certified Hotel Sales Executive in South Korea

Course Curriculum

Programme Modules

Click any module to explore the detailed curriculum topics included in this certification.

Foundations and Strategic Context of Certified Hotel Sales Executive

Certified Hotel Sales Executive: industry context, trends and professional standards
Marketing and sales: scope, roles and value
The marketing concept and customer orientation
The marketing mix and the 7 Ps
Buyer behaviour and the customer journey
The sales function and revenue engine
Aligning marketing and sales (smarketing)
Professional standards and ethics
Digital disruption and modern go-to-market
Brand and reputation as strategic assets
Career pathways and professional development

Pricing and Value

Pricing, price architecture and discounting
Value proposition and differentiation
Marketing measurement and attribution
Customer data and CRM
Market research and intelligence
Data privacy, consent and compliance
Make-versus-buy decisions
Sourcing portfolios (Kraljic)
Global sourcing and trade
Analytical techniques and bias
Performance and dispute management
Integrated and sustainability reporting
Reporting quality and governance
Performance scorecards and reviews
Management accounts and dashboards

Route to Market

Route to market and channel design
Segmentation, targeting and the useful segment
Pricing, price architecture and discounting
Launching a product into a market
Managing distributors and channel partners
CRM, sales operations and data discipline
Service standards, levels and measuring service
Voice of the customer and acting on feedback
Expanding into regional and export markets
The sales process and methodology
Cost and profitability analysis
Forecasting and planning
Discovery and needs analysis
Consultative and solution selling
Presenting and demonstrating

Selling by Diagnosis

Consultative selling and understanding the buyer
The sales pipeline and forecasting discipline
Value proposition and differentiation
Data visualisation for finance
Communication and conflict patterns
Decision support and insight
Communicating financial results
Psychodynamic and psychoanalytic approaches
Attachment and developmental theory
Professional roles, boundaries and settings
Ethical principles and codes of practice
Peer support and consultation
Sustaining ethical, effective practice
Duty of care and risk management
Structural and strategic approaches

Customer Journey and Recovery

Customer journey mapping and service design
Complaint handling and service recovery
Customer retention, loyalty and lifetime value
Record-keeping and data protection
Managing complex accounts
Client feedback and satisfaction
Evidence-based improvement
Coaching and skill development
Managing risk and difficult cases
Territory and quota planning
CRM and sales technology
Sales analytics and metrics
Forecasting and pipeline health
Performance management in sales
Building high-performing sales teams

Measurement and Responsible Practice

Marketing measurement and attribution
Commercial ethics and responsible selling
Customer retention, loyalty and lifetime value
Lessons learned and development
Working with conflict and change
Designing and facilitating groups
Psychoeducation and workshops
Working with organisations on wellbeing
Designing an intervention or programme
Family intervention planning
Professional case study and presentation
Evidence-based practice
Risk assessment and safety planning
Treatment planning and review
Managing complexity and comorbidity

Segmentation and Proposition

Segmentation, targeting and the useful segment
Value proposition and differentiation
Brand, reputation and communications
Negotiation and closing
Pipeline and opportunity management
Account planning and whitespace
Workplace and organisational contexts
Goal setting and action planning
Habit change and behaviour design
Wellbeing and resilience coaching
Measuring coaching outcomes
Market research and customer insight methods
Campaign planning and the content calendar
Digital channels and performance marketing economics
Negotiation and closing commercial deals

International Markets

Transfer pricing and international tax
Cross-border data and transfers
Cross-cultural and global inclusion
Global and comparative HR contexts
Global sourcing and international trade
International and cross-border tax
Strengths, flow and engagement
Traceability, certification and export requirements
Key global frameworks: FAO, GlobalG.A.P., SDGs and national strategies
Agribusiness marketing, branding and export readiness
Grades, standards and export certification (GlobalG.A.P.)
Export readiness and standards
The agricultural sector: systems, actors and global food value chains

Change and Adoption

Soil chemistry, pH and cation exchange capacity
Large-scale transformation and agile ways of working
Incident, problem and change management
Digital transformation roadmaps
Goal setting and behavioural change in coaching
Change management and adoption
Training and change management
Learning transformation and modernisation
Sustaining transformation and benefits
Measuring learning transformation impact
The finance function and digital transformation
Meaning, purpose and values
Digital transformation and IT strategy
Variations, claims and delay: managing change on site
Change talk and readiness

People and Incentives

Workforce planning and scheduling
Employee experience and engagement
Customer and employee satisfaction
Employee engagement models and drivers
The employee lifecycle and HR value chain
Strategic workforce planning and demand forecasting
Communicating risk to the workforce
Workforce and shift management in retail
Outcome and process measures
Workforce management and scheduling
Key account management and account planning

Sustainability

Environmental legal compliance
Sustainability and climate responsibility
Environmental monitoring and reporting
Continuous environmental improvement
Integration with quality and environment
Supply markets and the enabling environment
Sustainability and responsible sourcing
Sustainable procurement principles and standards
Environmental, social and governance (ESG)
Sustainability reporting and disclosure
Embedding sustainability in sourcing
Responsible and sustainable banking
Sustainable and green banking
Control environment and risk assessment
Emerging assurance areas (ESG)

Learning and Research

Innovation and experimentation in learning
Skills-based and continuous learning
Scaling learning across the organisation
Blended and hybrid learning design
Motivation and self-directed learning
Training needs analysis and learning strategy
Knowledge management and capability building
Monitoring, evaluation and learning for accountability
Lessons learned and knowledge management
Evidence-based practice and research literacy
Complaint data and learning
Learning strategy and business alignment
Learning cultures and the learning organisation
Digital learning strategy
Cognitive load and learning science

Markets and Customers

Policy administration and customer service in insurance
The automotive market: segments, brands and buyers
Vehicle specifications, trims and options in customer language
Customer retention in the vehicle ownership cycle
Customer loyalty and repeat purchase in retail
Telecom products, tariffs and customer lifecycles
Market analysis and environmental scanning
Customer personas and insight
Value proposition design and messaging
Go-to-market and channel strategy
Brand safety and responsible marketing
Customer onboarding and lifecycle
Customer and community engagement
Treating customers fairly and market conduct
Data ethics and customer privacy

Selling Practice

Tenders, proposals and the bid decision
Farm records, bookkeeping and management accounting
Business planning and bankable proposal development
Complaints, redress and accountability
Negotiation and influencing
Regulatory duty and accountability
Relationship management and cross-selling
Advisory and needs-based selling
Sales performance and pipeline management
Financial, management and cost accounting distinguished
Accounting concepts, principles and the regulatory landscape
Complaints, accountability and fitness to practise
Accountability and follow-through
Negotiation and conflict management
Conflict resolution and negotiation

Customer Experience

Customer success and retention
Customer experience and journey mapping
Customer service and experience principles
The customer experience (CX) discipline
Customer experience transformation
Journey and process redesign
Professional ethics in customer service
Customer service and CX strategy
Prioritising experience investments
Customer and journey analysis
Designing a service or experience improvement
Retention, loyalty and lifetime value
Interaction and experience design
Journey management and tracking
Destination, venue and experience products

Digital Channels

Data, records and confidentiality tech
Digital procurement and the future of the profession
Digital tax administration
Bancassurance and digital insurance models
Social media management: platforms, communities and algorithms
Telehealth and digital care delivery
Practice management systems
Ethics of technology in practice
Automation in project delivery
Emerging project technologies
Digital and data-driven go-to-market
Digital marketing strategy
Email and marketing automation
Marketing technology stack
CRM and marketing automation platforms

Evidence and Analytics

Net Promoter Score and satisfaction metrics
Service analytics and dashboards
Text and interaction analytics
Data privacy and consent
Influencing and presenting insights
Service quality and turnaround metrics
Data analytics in audit
Evidence, judgement and scepticism
Metrics and reporting
Data migration and cleansing
Data governance frameworks and roles
Translating insight into strategy
Psychometric and screening tools
Emerging tools and innovation
Baseline surveys and data collection tools

Commercial Finance

Customer lifetime value and profitability
Carbon markets and climate finance
Farm profitability, costing and gross margins
Agricultural finance and credit for farmers
Negotiation with buyers, suppliers and financiers
Access to finance, grants and investment
Financial and technical feasibility analysis
Farm enterprise budgeting and gross-margin analysis
Agricultural finance, credit and investment appraisal
Cost of production, pricing and profitability
Working with referrers and multidisciplinary teams
Preparing financial statements
Financial reporting frameworks (IFRS/GAAP)
Interpreting financial statements
Budget vs actual and variance

Distribution and Supply

Conflicts of interest and procurement ethics
Procurement and contract value
Procurement and contract management
Input supply, agro-dealers and last-mile distribution
Omnichannel and channel management
Touchpoint and channel design
Operational efficiency and channel management
Banking products, services and delivery channels
Supply market analysis
Supply analysis, gaps and scenario planning
Talent sourcing channels and pipelines
Procurement and asset management under donor rules
Water supply systems: sources, treatment and distribution
The retail landscape: formats, channels and the informal market
Communicating with families and carers

Communication

Project data, reporting and analytics
Integrated marketing communications
Dashboards and performance reporting
Professional presentation and pitching
Reporting to leadership
Media and public communication
Professional writing and reports
Facilitation, training and public presentation skills
Communicating technical information to diverse audiences
Professional report writing and presentation
Communication and interpersonal skills
Communications strategy and planning
Internal communications
Corporate social responsibility communications
Presentation and public speaking

Leadership and Teams

Data quality and master data management
Security governance and management systems
Key account management
Tax risk management
Property management and facility operations
Programme cycle management in NGOs
Grant compliance and restricted funding management
NGO financial management and budget-versus-actual discipline
Reinsurance and capacity management
Solvency, capital and prudential supervision
Disruption management: delays, claims and recovery
Vendor and partner management
Performance management systems and cycles
Theories and models of leadership and management
Safety management systems (ISO 45001)

Performance and Targets

Investment principles and objectives
Performance measurement and KPI dashboards
Continuous feedback and performance conversations
Psychoeducation and public communication
Policy, planning and objectives
Strategy execution and the balanced scorecard
Managing team performance and dynamics
High-performance team rituals and cadence
Contract performance and exit
Retail performance metrics: sales densities, conversion and basket
Project KPIs and performance metrics
Setting objectives and marketing KPIs
Capacity and performance management
Setting objectives, indicators and targets
Linking CX to business performance

Capability Development

Questioning, listening and the coach’s restraint
Feedback, challenge and psychological safety in coaching
Mentoring, sponsorship and developmental relationships
Evaluating coaching outcomes
Team coaching and the team as client
Cultural context and coaching across difference
Building and running a coaching practice
Training needs analysis
Continuing professional development
Measuring development impact
Feedback and developmental conversations
Delegating for development
Managing resistance and capability building
Category management and strategy development
Supplier development and improvement

Strategic Context

Real options and strategic investment
Sustainability strategy and materiality
Aligning HR strategy with organisational strategy
Reward strategy and total reward frameworks
Wellbeing and holistic health strategy
Vision, mission and strategic intent
Competitive strategy and positioning
Business model design and innovation
Setting strategic priorities and choices
Aligning teams around strategy
Strategic decision-making under uncertainty
Data-driven growth
Key account management strategy
Building strategic customer relationships
Competitive and market intelligence

Risk and Compliance

Grading, standards and food safety compliance
Regulatory compliance and biosafety
Managing difficult conversations
Implementation planning and risk management
Regulatory compliance and market requirements
Governance of service standards
Governance of the CX programme
Regulatory and fair-treatment obligations
The regulatory landscape and central banking
Corporate governance in banks
Risk, compliance and feasibility analysis
Leading groups and workshops
Contract types and risk allocation
Contract governance and compliance
Likelihood, impact and risk rating

Legal and Terms

Advocacy and policy engagement
Contract farming, aggregation and out-grower schemes
Contract farming and out-grower schemes
Vendor, contract and asset management
Contract law and formation
Contract exit and renewal
Contracting and the three-way agreement
Health and safety legal duties
Employment relationship and the psychological contract
Legal and regulatory responsibility
Legal, cost and feasibility analysis
Legal responsibilities and professional bodies
Goal setting and contracting
Market access, buyers and contract farming
Policy, institutions and the enabling environment for agriculture

Campaigns and Projects

Developing the project business case
Financial risk in projects
Realising and measuring project value
Capstone scoping: a real project or programme
Designing the project plan and schedule
Project initiation and chartering
Integrated project planning
Project management plan development
Resource planning and levelling
Quality planning and assurance
Communication planning and management
Mine planning and methods: surface and underground
Collaboration and teamwork
Writing advisory reports that drive decisions
Media planning and buying

Operations

The HR function: roles, operating models and value creation
Quality assurance and standards
Climate-smart agriculture: productivity, adaptation, mitigation
Continuous improvement of finance processes
Data quality and stewardship
Projects, programmes and portfolios
Design review and quality
Productivity, collaboration and workflow tools
Process improvement and lean thinking
Quality management and standards
Productivity and efficiency improvement
Agro-processing and value addition
Innovation in service delivery
Quality monitoring and coaching
Customer-centric operating models

Relationships and Partners

Stakeholders, agency and accountability
Shareholder and stakeholder rights
The business partner and centre-of-excellence model
Influencing and safety leadership
Influencing and persuasion
Categories of spend and stakeholders
Strategic customer relationships
Managing boundaries and dual relationships
Project management standards (PMI, PRINCE2)
The project environment and stakeholders
Stakeholder and sponsor management
Stakeholder rights and fair treatment
Delivery, quality and stakeholder plan
Stakeholder identification and analysis
Stakeholder engagement strategy

Ethics and Conduct

Ethical frameworks and codes of practice
Driving effective, ethical outcomes
Ethical, risk and feasibility considerations
Building trust and engagement
Professional ethics and responsibility (PMI)
Sustainability and responsible marketing
Professional roles, ethics and standards for agricultural practitioners
Project roles and the project manager
Corporate social responsibility and community impact
Roles, standards and professional conduct
Ethics and fair customer treatment
Ethics and independence
Ethics in communications
Ethics, supervision and reflective practice
Ethics and professional standards in finance

Frequently Asked Questions

Common Questions

What is the CHSE certification?

The Certified Hotel Sales Executive (CHSE) is a Advanced-level professional certification awarded by the Global Leadership Institute (GLI). It is designed to equip professionals in marketing strategy, brand management and sales performance with practical skills, internationally recognised frameworks, and the credentials needed to advance their careers.

Who should enrol in the CHSE?

This certification is ideal for Sales and Marketing Executives, Brand and Product Managers, Business Development Professionals and Account and Media-Relations Managers, and other professionals seeking to formalise their expertise in marketing strategy, brand management and sales performance with a globally recognised credential.

How long does the CHSE certification take to complete?

The programme is structured over 11 Weeks and offers flexible learning modes. Self-paced learners can progress at their own schedule, while live virtual participants follow a structured cohort schedule with facilitator-led sessions.

Is the CHSE internationally recognised?

Yes. GLI certifications are recognised across 100+ countries and are aligned with recognised marketing, brand and sales professional standards. Graduates receive a digital certificate, a physical certificate and CPD credits recognised by employers worldwide.

What is the cost of the CHSE certification?

The Certified Hotel Sales Executive is offered in two formats: Self-Paced at USD 449 and Live Virtual at USD 649. Corporate group rates are available for organisations enrolling 5 or more participants. Contact GLI for a bespoke corporate training quotation.

What does the CHSE certification include?

Enrolment includes all study materials and study guides, access to GLI's online learning portal, online examination, digital certificate and badge, physical certificate (posted), CPD credits, GLI alumni network membership, and ongoing facilitator support.

What is the assessment format for the CHSE?

The Certified Hotel Sales Executive is assessed through an online examination consisting of multiple-choice questions, case study analysis, and practical application assignments. The assessment is designed to evaluate real-world competency, not just theoretical recall.

What CPD credits do I earn from the CHSE?

The Certified Hotel Sales Executive carries Continuing Professional Development (CPD) credits, which can be applied towards professional body requirements including recognised international professional associations.

Can I study the CHSE while working full-time?

Absolutely. The self-paced option is designed for busy working professionals and allows you to study when and where it suits you. Live virtual sessions are typically scheduled in the evenings or on weekends to accommodate professional commitments.

What career outcomes can I expect from the CHSE?

Graduates progress towards senior marketing, sales and commercial leadership roles. The CHSE strengthens your expertise in marketing strategy, brand management and sales performance and positions you for advancement across brands, agencies, corporates and growth-stage enterprises.

Certified Hotel Sales Executive