"sales presentation" for your client, using the sales process.

here below are 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. Scenarios (chose only one scenario):

Scenario 1: You are a sales Manager at "AAA International Hotel". The hotel is recognized as one of the 2022 Top Hotels in Canada, known as an iconic, historical luxury hotel in downtown. Toronto. Recently, a multi-million-dollar guestroom and function room revitalization project has been completed. You are promoting the hotel products, services, and facilities to PepsiCo Company (or a corporate company of your choice), a potential client who is currently using another hotel located 5km from your hotel. PepsiCo has up to 1,000 room nights per year in the downtown Toronto market and currently you are only. receiving 80 room nights per year. The travelers that stay at your hotel and in the market are mainly business travelers. You have secured an appointment with PepsiCo and are. preparing for a presentation which you will do at the PepsiCo head office located in Mississauga. To increase your market share of their business, you will be presenting to the following. employees: a. Executive Assistant to the Vice President of Sales - detailed, outgoing personality, efficient b. Vice President of Sales - big picture person, likes to speak, wants to see value and benefits. c. Director of Finance - detailed, wants to see the bottom line of costs, not very communicative.

Scenario 2: You are an Event Planner at DKN Event Management Company Limited. The company has a reputation for promoting international events as well as promoting Canada as a preferred travel destination in the global market. The incredible geographical variety of Canada makes it a significant tourist attraction. Canadian large cities are known for their culture, their diversity, and the many national and provincial parks, and historic sites they have. You are about to promote an event for the Association of American Medical Colleges, based in Washington D.C.; this association rotates their large international event outside of the United States every four years. You are proposing Toronto as the destination to host their 6,000-attendees event, which will take place during four week days. You are presenting to the Board of Directors of the Association of American Medical Colleges, which includes: a. CEO Executive Assistant - supports the CEO, detailed, you need to build her trust b. CEO - Asks lots of questions, direct in communication

Scenario 3: The XYZ Restaurant Chain is renowned for its premium quality of steak and other F&B offerings; it operates more than 100 outlets across Canada. All venues have the appropriate space to accommodate needs for daily dinning, family gatherings and special celebrations. You are an entrepreneur, and you are opening a new XYZ Restaurant in downtown Toronto. You are looking to create a partnership with the Metro Toronto Convention Centre (MTCC), located at 3 km from where you will be opening your new restaurant.Located near your new restaurant, there is a hotel that runs a restaurant, similar to the one that you will open. This hotel restaurant has been a partner of the MTCC for 15 years, and it is located a 2 km walking distance from the MTCC. You will be discussing a long-term partnership between the MTCC and your opening restaurant.

You will be presenting to: a. The Director of Marketing and Sponsorships at MTCC, an extrovert person, likes to be heard. Part 1 - The Report In part 1, you will provide report based on the ONE scenario that you.

1. Components of Report: (Your answer to points a. through d. must be at least one line long each)

including: a. Name of your company

2. The Business/Product: (Your answer to points a. through c. must be at least one line long each) a. Name of your client b. Identify the Product you will be selling c. Address of the company (real or fictitious)

3. Sales Call Pre-Approach: a. What do you specifically plan to achieve with your sales call? Use of SMART objective(s) Here you need to include an explanation on how you plan to achieve your sales call using SMART objectives (minimum 3 objectives/) b. Customer: describe your customer in detail; including market segment and product preferences c. Describe customer's Personality Style d. Customer's buying needs e. List of Qualifying Questions, including "needs analysis" (10 questions)

4. Features, Advantages and Benefits Chart (FAB's) a. FAB Chart (use the template provided in the sample and fill out each FAB related to your scenario) - Only one example is shown in this chart; however, a minimum of 4 of each Features, Advantages, and Benefits are required in the chart (copy/paste the chart 4 times Features Advantages Benefits Product Marketing Plan Business Proposition b. Client's Buying Needs Matched

5. Prospecting a. Briefly explain the process that you went through as a salesperson in order to identify your client. b. Pre-Approach: c. Approach:

d. Presentation: e. Trial Close: f. Objections: g. Meet Objections: h. Trial Close: i. Close: j. Follow-up:

When making your own script, start with the very first contact between you and your customer; end with the sales closure and thanking the client. You will be marked by the flow of the dialogue (follow the sales process). Assign names to the characters of your assignment and write the scrip of your complete sales process.

Part 2 - Application Based Questions Answer the following: 1. Write down an actual OPENING of your presentation 2. After writing your opening, define and explain what TYPE and SUB-TYPE of opening it is 3. Explain why this OPENING will work for your chosen scenario 4. Explain two OBJECTIONS or potential objections that your client may have, and indicate what type of objections these are 5. Explain two TRIAL CLOSES in your sales process 6. Explain how you would implement your "Follow Up" in your sales process, "when", "what method and why" and "how often" __

Provide detailed answer for each point.