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Solve only if you are hospitality Professional (Please make script for presentation) Your Learning Goal: Demonstrate utilizing and implementing the hospitality sales processes in relation to the marketing mix

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Solve only if you are hospitality Professional (Please make script for presentation)

Your Learning Goal: Demonstrate utilizing and implementing the hospitality sales
processes in relation to the marketing mix.

Introduction to the Assignment:
Planning and executing a well-thought-out, effective Sales Presentation will help you
win the business over your identified competition in the least amount of time. Knowing
your product, potential client (people), and the correct price will help you achieve your
goals. Following the sales process steps is an effective guide to help you plan your
most effective sales strategy. Finally, knowing your client's goals and developing a solid
professional relationship will set you up for long-term success.
Your goal for this assignment is to present your
sales strategy via a video recording according to the ten steps (based on your
curriculum and additional supporting research.)

 

Each step will reflect two parts:
1) Describe the value/purpose/process of the step.
2) Explain what you do for your chosen scenario - make it specific to your research and
plan. Remember creating a plan with facts, rationale and explaining 'your why' will set
you up to receive maximum potential marks.)

 

A reminder of the 10 steps of the sales process:
1. Prospecting 6. Objections
2. Pre-approach 7. Meeting Objectives
3. Approach 8. Trial Close #2
4. Presentation 9. Close
5. Trial Close #1 10. Follow up and Service

 

Scenario:
*Please note that although the company (you) and the client targeting names are real -
the scenarios are hypothetical and specific to this assignment.

 

Company (You): Hilton Hotel Downtown Toronto
Client Targeting: TIFF (Toronto International Film Festival)

Your Goal: 1. You are targeting to receive a minimum of 500 room nights out of a potential 5000 room nights for the event. Targeting their Executives and VIP's.

Individual(s) that you would be presenting too: Travel Manager - detailed, wants to see the bottom line of costs, not very communicative

Relevant Corporate Client information to consider (just a few points, but as you research - you can speak to whatever else you think is essential/will provide value to the client.): ? You are targeting to receive a minimum of 500 room nights out of a potential 5000 room nights for the event. Targeting their Executives and VIP's. 

? Competing against hotels based on similar customer needs and segmentation.

 

Criteria/Rubrics: (Complete based on your chosen scenario)

1. The Company/Targeted Client (based on your scenario):

Based on your research, provide: 

? a brief biography of your company and your targeted client.

? Share information on who they are and why this is a good prospect for your company. (Consider your learning this semester for Marketing & Sales)

- 4 marks

 

2. Sales Call Pre-Approach:

? Discuss what the value of this step is- 1 Mark

? List a minimum of 2 goals (in a SMART format) that you want to achieve- 2 marks
? Based on your client personality style - what are some characteristics/insights you would keep in mind when crafting your presentation. (What is their personality style & Why do YOU think so based on your learning- 2 mark

? List a minimum of 5 targeted and well thought out relevant qualifying questions you would ask. -5 marks

 

 

 

3. Features/Advantages/Benefits Chart (FAB's):

Criteria

Discuss what the value of this step is. - 1 mark

? List a minimum of three FAB (Features/Adjectives/Benefits) that you would use to promote your product over the competition as a value to the client.)- 3 marks

 

4. Two possible objections (that based on your research, your think the client
might have/why?):

 

? Discuss what the value of this step is.- 1 mark 

? Based on your learning, list two objections that you could anticipate being asked, and you would demonstrate how you would use proper objection techniques to overcome these objections.- 3 marks

 

5. Where and how would incorporate 2 Trial Closes:

? Discuss what the value of this step is. - 1 MARK

? List two trial closes and explain why you use them where you plan.- 3 marks

 

6. Closing Statement:

? Discuss what the value of this step is. - 1 MARK 

? Based on your learning - which closing technique would you use and why? - 3 marks

 

7. Follow-up

? Discuss what the value of this step is. - 1 Mark

? When would follow-up after the presentation, and how often? What method of follow-up would you use and why?- 3 Marks