APPENDIX $3$

$457$

CUSTOMER SERVICE$/$SALES MEMORANDUM $1$

To: Convention Sales Trainee

From: T$.$ J$.$ McKee, Sales Manager

Re: Assistance with a Customer Request

A new prospect called and requested that we immediately submit a proposal for a planned Mission Beach meeting. Please review the profile in our automated database $($printed as follows$).$

CONTACT REPORT

$($McKee$)$ Visited with B$.$ H$.$ Rivera on the phone. Seemed very interested. Nice emotive person. Has a son, Matt, attending West College. Also knew Toni Bush of West, who is an excellent account of ours. B$.$ H$.$ wants a proposal ASAP to cover the following buying conditions:

Ten single guest rooms for two nights $-$ Friday and Saturday

A meeting room for $20$ people, classroom style, Friday and Saturday from $2$ to $6$ P$.$M$.$

Dinner for $20,$ banquet style, at $6$ P$.$M$.$ each night

Friday: Sliced Pork Loin

Saturday: Broiled Orange Roughy

A swimming pool

CONTACT SCREEN

NOTES WINDOW

Complete the following customer service$/$sales assignment using the material in your product sales training program and the forms on the next two pages. $($See Chapters $6$ and $7$ on Developing a Product Strategy.$)$

Complete the sales propasal worksheet $($p$.458).$

Our sales proposal needs to contain accurate and complete facts because, when signed, it becomes a legally enforceable sales contract. All the product and pricing guidelines have been supplied in your sales training materials. You should sign your name with your new job title "Account Executive" in the lower left$-$hand corner of the form. You can access an Electronic Sales Proposal Writer at www$.$selling$-$today com.

Write a sales letter $($p$.460).$

Prepare a letter that custom fits and positions the benefits that will appeal to B$.$ H$.$ Rivera. Be sure to list any sales literature you will be sending under the Enclosure section of your letter. $($Use business letter format on p$.451$ and rules on p$.120.)$ Make file copies of everything you prepare so our food and beverage, housekeeping, and accounting departments will have them available.

We should send or fax the proposal, cover letter, and sales literature by tomorrow afternoon.

Thank you.