During your learning in ABC's

Relationship Through Selling (digital textbook) we learned

the 10

-

steps of

the

Sales Process

towards

successful relationship sellin

g

;

each step was deeply

explored in the book

.

To

ensure productivity of

a

sales call

with a prospect, a sales manager

must adopt an

appropriate sales management approach

to use

in eac

h circumstance.

The Covid19 has brought in many changes within the hospitality industry.

M

any of the long

-

term

and short

-

term

plans have been impacted

and it

has challenged

sales and marketing teams

to

reimagine their processes

in order to

successfully con

tinue their operations.

Keeping

the

pandemic

in mind, answer all the questions based on the following

scenario:

You are a professional salesperson managing more than 200 clients (aka. accounts) while

working for a hotel. Your clients are located

across GTA (

consists of the central city of Toronto

and the four regional municipalities which surround it: Durham, Halton, Peel, and York

). Each

client has different characteristics, such as overall revenue contribution, seasonal demand

pattern, industry

category, etc. Answer

ALL

below questions.

a)

WHAT

"strategic factors"

and "

environmental factors"

should be considered to

manage these accounts effectively?

WHY

do you think these factors are important?

Select at least a total of

FIVE

factors.

(

7.5

m

arks

-

0.5

mark for listing each factor and

1

mark for explaining each of the factors)

b) Select any

THREE

Maslow's Hierarchy of Needs and explain how those needs will

impact your client's decision making to purchase your product/service now as compared

t

o 2019 prior the pandemic.

(4.5 marks

-

0.5 marks for listing each Maslow's needs and

1 mark for explaining each one)

c)

HOW

would you perform account analysis in this new situation for the

new

clients?

Explain and give example.

(2 marks

-

1 mark for

exp

laining and 1 mark for giving an

example)

d)

WHAT

methods can be used to prospect new clients? List

THREE

methods and discuss

at least

ONE Pro and ONE Con

of each method identified.

(9 marks

-

1 mark for listing

the method, 1 mark for identifying a Pro a

nd 1 mark for identifying a Con)

e)

HOW

would you change your "

Sales Call Objectives

" in the new situation? Explain and

give example.

(2 marks

-

1 mark for explaining and 1 mark for a specific example)

f) Pick at least

THREE

non

-

verbal communication m

odes and

explain

HOW

do you think

the non

-

verbal communication will "still" play an important role in your sales call?

(4.5

marks

-

0.5 for each of the non

-

verbal communication mode selected, 1 mark for

explaining its importance)

g) WHAT type "Sales Presentation Method" would be used in your sales call? Explain in detail as to WHY this method was selected over the others by providing TWO benefits of using it? (2.5 marks -0.5 mark for presentation method selection and 2 marks for providing the two benefits)

h) WHAT method would you use to follow-up with your clients? WHY did you select this method? HOW often would you follow-up? (3 marks -1 mark for each question)

i) WHAT are TWO ways you would ensure successful " Account Penetration" among your existing clients under the current circumstances? Explain both points in detail. (4 marks -2 marks each)

j) EXPLAIN THREE ways you can ensure that you will be on top of your clients' complaints under the current situation. (3 marks -1 mark for each point discussed)