Sales Case Study Video Presentation (Individual)

Your Learning Goal: Demonstrate the ability to utilize and implement the hospitality sales processes in relation to the marketing mix.

Grade Value: 15% of final grade

Launched Week: Week 10

Due Date: Please see your course shell for the exact due date/time.

Submission Include: Video Presentation and Script

Length of Video Presentation: 15 minutes maximum (no minimum time limit). Please submit the video presentation in any supported video format (mp4. avi. etc.).

Length of Script: as it relates to your chosen scenario and video presentation (no minimum word limit). Work on the script to outline and/or detail each step of the sales process. Use the script to supplement your presentation for the criteria listed in the rubric.

Photo credit: Adobe Stock

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.

You should 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).

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 own plan. Remember creating a plan with facts, rationale and explaining why will set you up to receive maximum potential marks.

A friendly reminder of the 10 steps of the sales process:

1. Prospect

2. Pre-approach 3. Approach

4. Presentation 5. TrialClose#1

Suggestion

6.DetermineObjection 7.MeetObjection 8.TrialClose#2 9.Close

10.FollowupandService

Your assignment submission should be based on your eBook learning, your course modules and additional research (if applicable, not to substitute your idea and strategy) to help formulate to script and video.

Objective and criteria:

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

2) Create your script to submit along with your video.

3) Complete all the following steps of the rubrics & submit it into your assignment

folder as directed. Use criteria/rubrics as a checklist before submission.

Please read all the instructions in this document carefully. Additional clarification is posted in the weekly message on eCentennial as FAQ. Make sure to review questions that you might have. It saves your time to send emails and wait for the reply while answers are already available. If your question is not answered in the FAQ, feel free to reach out.

Scenario Choices (choose ONE only):

*Please note the scenarios are hypothetical and specific to this assignment.

Option A

Company (You): Four Seasons Hotel Toronto | Sales Manager Targeted Client: Unilever Canada Office

Goal: You are targeting to receive a minimum of 1,600 room nights out of a potential 3,000 room nights per year in Toronto.

Profile of Client: Procurement Manager, responsible for the travel a detailed person, wants to see the bottom line of costs, not very communicative.

Additional Information:

Unilever Canada Office is using Hilton Toronto, Marriott Downtown and Ritz- Carlton Toronto for its travellers. Based on the level of the traveller, room availability, etc.

The travellers mainly stay between Sunday Thursday and are often one individual per room.

Your hotel is not yet contracted with Unilever as a hotel supplier for 2023. OR

Option B

Company (You): Powerful Event Management | Event Planner Targeted Event/Client: Yee Hong Dragon Ball

Goal: Plan and organize the Yee Hong Dragon Ball (occurs in Toronto). Be hired as their preferred event management company of choice to bring in sponsors, suppliers, and guests to the fundraising gala.

Profile of Client: CEO - a big picture person, friendly, likes to speak, wants to see value and benefits.

Additional Information:

They have 10 VIP Chefs/dignitaries from all over the world that will be staying.

The event is held on a Saturday evening in 2023.

The Chefs will stay for two weeks in total. There could be other guests/suppliers

etc. that also need rooms may have 50 room nights in total

Venue space for 1000 person required dinner, entertainment, silent auction.

You will be required to coordinate, facilitate, and help all individuals that could impact this events success.

Criteria/Rubrics: (based on your chosen scenario)

1. TheCompany/TargetedClient(basedonyourscenario):

Criteria

2. Sales Call Pre-Approach: Criteria

Marks

Describe both your company and your targeted client. Share information on who they are and why this is a good prospect for your company.

4 marks

Marks

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.

1 mark 2 marks 1 mark

6 marks

3. Features/Advantages/BenefitsChart(FABs): Criteria

Marks

Discuss what the value of this step is.

List a minimum of three FAB (Features/Adjectives/Benefits) that you would use to promote

1 mark 3 marks

your product over the competition as a value to the client.)

4. Twopossibleobjections(youthinktheclientmighthave/why?):

Criteria

Marks

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.

1 mark 3 marks

5. Whereandhowwouldincorporate2TrialCloses: Criteria

Marks

a) Discuss what the value of this step is.

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

1 mark 3 marks

6. ClosingStatement: Criteria

Marks

Discuss what the value of this step is.

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

1 mark 3 marks

7. Follow-up Criteria

Marks

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?

1 mark 3 marks

8. VideoPresentation Criteria

Marks

The student presents in professional attire; the background is professionally appropriate and voice quality (as if they were presenting in real- time/ to the client). Good eye contact, demonstration of preparedness and positive presence in communicating.

4 marks

9. ScriptPresentation(Worddocument) Criteria

Marks

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.

4 marks

Total: /42 = 15% of total course assessment mark. want 1000 words script