Read all the scenarios and keep the pandemic in mind.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.

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 TWO factors - one strategic and one environmental factor.

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 to 2019 prior the pandemic.

c) HOW would you perform an account analysis keeping in mind the pandemic for the new clients? Explain and give 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.

e) HOW would you change your approach to your "Sales Call Objectives" being in the midst of a pandemic? Explain and give example

f) Pick at least THREE non-verbal communication modes and explain HOW do you think the non-verbal communication will "still" play an important role in your sales call?

g) WHAT type of "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?

h) WHAT method would you use to follow-up with your clients? WHY did you select this method? HOW often would you follow-up?

i) WHAT are TWO ways you would ensure successful "Account Penetration" among your existing clients under the current circumstances of being in a pandemic? Explain both points in detail.