Task

You are required to write a report and create a sales presentation using the sales process (10 steps listed below) learned in this course.

Apply the sales techniques highlighted in the e-book (Connect McGraw Hill) to enhance your overall sales presentation your goal is to close the deal based on the scenario you choose which is provided on the next page (page 2).

You are provided with a total of THREE scenarios, you only need to choose ONE scenario in which you will use to develop your sales presentation for your report.

The scenarios are frameworks only, you have flexibility and choice to decide what product(s)/services/facilities to promote to your potential client based on the one scenario that you choose (as long as they are relevant to the scenario that you choose).

Be sure to customize your presentation in your report so it is relevant to the scenario you have chosen.

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

1. Prospecting

2. Pre-approach

3. Approach

4. Presentation

5. Trial Close #1

6. Objections

7. Meeting Objectives

8. Trial Close #2

9. Close

10. Follow up and Service

Page 1

Scenarios:

1. You are a Sales Manager at AAA International Hotel. The hotel is recognized as one of the 2019 Top Hotels in Canada. Also known as historical luxury hotel in downtown Toronto. Recently, a multi-million dollar guestroom and function room revitalization project has been completed. You are promoting hotel products/services/facilities to PepsiCo Company (or a company of your choice) a potential client (a corporate 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. In order to increase your market share of their business, you will be presenting to the following employees:

a. b. c.

Executive Assistant to the Vice President of Sales detailed, outgoing personality, efficient

Vice President of Sales big picture person, likes to speak, wants to see value and benefits

Director of Finance detailed, wants to see the bottom line of costs, not very communicative

OR

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 as a significant tourist attractor. The large cities are known for their culture, diversity, as well as many national parks and historic sites. You are about to promote an event for a client which is an American Association based in Washington, D.C. the Association of American Medical Colleges who 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 person event, which will be for four days. You are presenting to the Board of Directors which includes:

a. Executive Assistant supports the CEO, detailed, you need to build her trust

b. CEO Asks lots of questions, direct in communication

OR

3. You are an Owner of the XYZ Restaurant Chain. 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 are easy access with decent space to accommodate needs

Page 2

for daily dinning, family gathering or special gathering. You are opening up a new restaurant location in downtown Toronto and are looking to create a partnership with the Metro Toronto Convention Centre (MTCC) which is located within a 3km walking distance from where you will be opening up your new restaurant location. Also located near by to your new restaurant location, there is another hotel which has a restaurant which is located within a 2km walking distance from the Convention Centre and has been a partner for 15 years. You will be meeting with the Director of Marketing and Sponsorships at the Convention Centre to discuss a long-term partnership with your opening restaurant.

a. Director of Marketing & Sponsorships Reports up to the Executive Team (General Manager etc.), believes in the value of partnerships and enjoys the social as well as the business aspect of the role.

*************************************************************************************************************

Rubrics & Expectations

The Report: (83 marks total)

You will create a report based on the ONE scenario that you chose on the previous page to develop your sales presentation including the key components listed below.

1. Components of Report:

a. Cover Page

b. Name of Company Chosen

c. Course Code & Section

d. Student Name / SID number

e. Centered & Space, Font Times Roman, 12, 1.5 spacing

2. The Business/Product:

a. Name of Hospitality/Tourism Company b. Identify the Product you will be selling c. Address of the company

____5 marks

/1 /1 /1 /1 /1

____3 marks

/1 /1 /1

Page 3

3. Sales Call Pre-Approach:

a. What do you specifically plan to achieve with your sales call? i. Use of SMART objective(s)

b. Customer

i. Who is the customer? Describe them in detail

____20 marks

/5 /2

(what group or market segment do they belong to? i.e. corporate, social etc.)

ii. Personality Style

iii. Buyers Buying Needs

iv. Needs Analysis Completed v. Qualifying Questions outline

c. Features/Advantages/Benefits Chart (FABs)

/1 /1 /1 /10

____15 marks

a. FAB Chart (use the template provided in the sample and fill out each

FAB related to your scenario) MINIMUM of 10 of each Features, Advantages,

and Benefits are required /10 b. Buying Needs Matched MINIMUM 4 of each Features, Advantages,

and Benefits are matched to the clients requirements

d. The Script

a. Outline/Summary of all of the steps of the sales process b. Probing Questions/Qualifying Questions

c. FAB (Features, Advantages, Benefits)

d. TWO Trial Closes

e. TWO Objections

f. Proper Objection Techniques to Overcome

____40 marks

/5

/10 /5 /5 /5 /5 /5

Page 4

g. Closing Statement & Technique /5

Checklist for your REPORT

All of these key components MUST be present in your report:

a. Needs Assessment

b. The Presentation meeting needs

c. FABs in the FAB chart - Minimum 10 of each F, A, B and 4 must relate to needs assessment responses (i.e. they must relate back to how they are beneficial to your client based on the scenario you selected and the needs you mentioned) you can highlight the 4 you dont have to type them but they must make sense

d. 2 Objections e. 2 Trial closes f. 1 Final close

A sample of the Report of this assignment is posted in the Assignment Folder for you to review.

The Rubrics and Requirements for this assignment are posted in the Assignment Folder please ensure you review these items in detail maximize your success and performance on this assignment.

Page 5

u need answer the question based on scinario there is all information in assignment you have to follow the information