Sales Case Study Presentation Submission

Your Learning Goal: Demonstrate the ability to utilize and implement 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 to '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 in your promotion. Following the sales process steps is an effective guide to help you plan your most effective sales strategy. Finally, knowing your client, their goals and developing a solid professional relationship will set you up for long-term success. Your goal for this assignment is to choose one of the listed scenarios and present your sales strategy via a video recording according to the ten steps (based on both 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.)

Objective and criteria:

1) Work through each of the steps of the Sales Process.

2) Create your individual, original and unique script to submit along with your video.

3) Complete all the following steps of the rubrics & submit it into your assignment folder as directed. Any issues and uncertainties about using a video platform for this assignment, please connect with your Professor in advance to make alternate arrangements.

4) Your presentation should be professional and all considerations should be given to the environment, sounds, presentation, professionalism and lighting (just as you would when presenting to your client!)

Helpful Suggestions

Your assignment submission should be based on your Connect Textbook learning, your course modules and additional research to help formulate to script and video

REMEMBER - although you will want to have everything researched/written down prior to making your video a best practice might be to use a transcribing program to populate your script from your video (if you want) and then enhance it to ensure it is easy to read, well-formatted and meets all the rubrics/expectations

Scenario choices:

#Company (You) : Hilton Hotel Downtown Toronto

#Client Targeting: TD Bank Head Office

#Your Goal:

1. You are targeting to receive a minimum of 1000 room nights out of a potential 8000 room nights per year.

#individual(s) that you would be presenting too:

Procurement Manager/Responsible for the travel - 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. :

1. They compete with the Sheraton Centre, (plus others you can identify.)

2. They are targeting to receive a minimum of 12000 room nights out of a potential 8000 room nights per year

3. The travelers mainly stay between Sunday - Thursday and are often one individual per room.

Criteria

1. The Company/Targeted Client (based on your scenario): based on your research, describe both your company and your targeted client. Share information on who they are and why this is a good prospect for your company.

2. Sales Call Pre-Approach:

Discuss what the value of this step is.

List a minimum of 2 goals (in a SMART format) that you want to achieve.

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)?

List a minimum of 6 relevant qualifying questions you would ask.

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

Discuss what the value of this step is.

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.)

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

Discuss what the value of this step is. 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.

5. Where and how would incorporate 2 Trial Closes

a) Discuss what the value of this step is.

b) List two trial closes and explain why you use them where you plan.

6. Closing Statement:

Discuss what the value of this step is.

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

7. Follow-up

Discuss what the value of this step is.

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

9. Script Presentation (Word document)

All components and expectations of the assignment are met and well detailed. All criteria are included and well researched, explained well and referenced as relevant. Formatting, spelling, grammar is considered and implemented.