HOSP 204 Introduction to Hospitality Sales and Marketing Sales Presentation Assignment (2021 Winter) Launch Date: Week 9 - Tues. March 16, 2021 Due Date: Week 12 - Monday, April 5, 2021 by 11:59pm EST Grade: (20%) 183 marks Submission format and instructions: You can work in your current groups that you have worked with for the group assignment in this course OR in pairs OR you can work individually on this assignment. (You must sign up per News Alert.) You can submit this assignment in a WORD DOCUMENT or PDF format. Your assignment will be submitted to the assignment folder dropbox labelled "Sales Assignment" no later than: Week 12 - Monday, April 5, 2021 by 11:59pm EST 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 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 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. 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 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 12 b. Customer i. Who is the customer? Describe them in detail (what group or market segment do they belong to? Le corporate, social etc.) i. Personality Style 11 Hl. Buyers Buying Needs iv. Needs Analysis Completed v. Qualifying Questions outline 11 11 10 c. Features/Advantages/Benefits Chart (FAB's) 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 710 b. Buying Needs Matched MINIMUM 4 of each Features, Advantages. and Benefits are matched to the clients' requirements 5 d. The Script 40 marks 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 g. Closing Statement & Technique Roo o o o o Page 4 Checklist for your REPORT All of these key components MUST be present in your report: a. Needs Assessment b. The Presentation - meeting needs C. FAB's 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 don't have to type them but they must make sense d. 2 Objections e 2 Trial closes 1. 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. HOSP 204 Introduction to Hospitality Sales and Marketing Sales Presentation Assignment (2021 Winter) Launch Date: Week 9 - Tues. March 16, 2021 Due Date: Week 12 - Monday, April 5, 2021 by 11:59pm EST Grade: (20%) 183 marks Submission format and instructions: You can work in your current groups that you have worked with for the group assignment in this course OR in pairs OR you can work individually on this assignment. (You must sign up per News Alert.) You can submit this assignment in a WORD DOCUMENT or PDF format. Your assignment will be submitted to the assignment folder dropbox labelled "Sales Assignment" no later than: Week 12 - Monday, April 5, 2021 by 11:59pm EST 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 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 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. 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 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 12 b. Customer i. Who is the customer? Describe them in detail (what group or market segment do they belong to? Le corporate, social etc.) i. Personality Style 11 Hl. Buyers Buying Needs iv. Needs Analysis Completed v. Qualifying Questions outline 11 11 10 c. Features/Advantages/Benefits Chart (FAB's) 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 710 b. Buying Needs Matched MINIMUM 4 of each Features, Advantages. and Benefits are matched to the clients' requirements 5 d. The Script 40 marks 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 g. Closing Statement & Technique Roo o o o o Page 4 Checklist for your REPORT All of these key components MUST be present in your report: a. Needs Assessment b. The Presentation - meeting needs C. FAB's 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 don't have to type them but they must make sense d. 2 Objections e 2 Trial closes 1. 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