Sales Case Study Video Presentation Submission (Individual unless signed up by the set date in News Alert) Your Learning Goal: Demonstrate utilizing and implementing the hospitality sales processes in relation to the marketing mix. Worth 15% Launched Week 10 - Please see your course shell for the exact due date/time Due Week 12 Please see your course shell for the exact due date/time Length of Video Presentation 10 minutes maximum (no minimum time limit). Please submit a PowerPoint Voiceover with a camera that you know will open. Any clarification please connect with your Professor.) Allow yourself enough time to complete by the due date. If your file is too big, you will want to be proactive by finding a solution or uploading it to a cloud, E.g. Google Docs, but you need to ensure it opens. Contact IT please note, your Professor will not be able to provide technical support. Photo credit: freepix Your Learning Goal: Demonstrate utilizing and implementing the hospitality sales processes in relation to the marketing mix.

2 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 choose one of the listed scenarios and 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.) Objective and criteria: 1) Work through each of the steps of the Sales Process. 2) Create your original and unique script to submit along with your video. 3) If you have any issues and uncertainties about using a video platform (for personal reasons/unable to be on camera) for this assignment, please connect with your Professor in advance to make alternate arrangements. IF it is for technical issues, please get in touch with IT directly. 4) Your presentation should be professional. Consider the environment, background sounds, presentation, professionalism and lighting (just as you would when presenting to your client!) 5) Submit as a Powerpoint Voice Over Presentation make sure it can be opened. (If you have issues submitting to the assignment folder, please contact IT directly for support.) Camera should be on as well. If you cannot share your camera make proactive accommodations by the end of Week 10. 6) Complete all the following steps of the rubrics & submit it into your assignment folder as directed submit two attachments a) Your PowerPoint Presentation and b) Detailed script as per assignment/rubrics guidelines. 7) Include a transcript in a word document. You may wish to paste into your notes section of your powerpoint presentation as well.

3 A friendly 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 Helpful Suggestions Please plan your time to submit on time and be proactive in case there are any IT issues. Your assignment submission (for the steps) should be based on your Connect Textbook learning, your course modules and additional research to help formulate to script and video REMEMBER you will want to have everything researched/written down before making your recording. You are required to complete based on your research and learning. You do NOT need to contact the companies directly If you have concerns/uncertainties you should book a time to meet with the Professor please refer to your News Alerts/other information provided. If you do sign up in a pair please book a time together.

4 Scenario choices: *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) Client Targetin g Your Goal Individual(s) that you would be presenting too 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.) Hilton Hotel Downtown Toronto TIFF (Toronto Internati onal Film Festival) 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 VIPs. Travel Manager detailed, wants to see the bottom line of costs, not very communicative 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 VIPs. 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): Criteria Marks 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: Criteria 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 & Why do YOU think so based on your learning and research)? List a minimum of 5 targeted and well thought out relevant qualifying questions you would ask. 1 mark 2 marks 2 mark 5 marks

6 3. Features/Advantages/Benefits Chart (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 your product over the competition as a value to the client.) 1 mark 3 marks 4. Two possible objections (that based on your research, your think the client might have/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. Where and how would incorporate 2 Trial Closes: Criteria Marks Discuss what the value of this step is. List two trial closes and explain why you use them where you plan. 1 mark 3 marks

7 6. Closing Statement: 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. Video Presentation 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. Stayed within the time limit If submitted as a group adhered to group expectations. 4 marks

8 9. Script Presentation (Word document) should match your Video presentation Criteria Marks All components and expectations of the assignment are met and well detailed. All criteria are included, well researched, explained well, and referenced as relevant. Formatting, spelling, grammar is considered and implemented. The script is submitted as a separate document Posted in the 'notes' section of your PowerPoint Voice Over Presentation Reference are listed on the bottom of the script document https://libraryguides.centennialcollege.ca/apastyleguide 4 marks Total: /42 = 15% of total course assessment mark.