sales presentation" using thesales processlearned in this course.

1. Planning - Planning, who is your customer/client
2. Cultivating - Cultivating your customer list
3. Discovery - Determining Personality style and Open end questions
4. Presentation - Presenting - Your Sales pitch - Features and Benefits
5. Confirming - Trial Confirming 1 and Trail Confirming 2, Overcoming objections
6. Assuring Customer satisfaction - Follow up and ongoing customer communication

Apply sales techniques to enhance your overall sales presentation. Your goal is to confirm the deal based on your choice of scenario provided.

Guidelines for Completion

This is an assignmentthat is completed in Group of 3-4, you can submit this assignment in a WORD DOCUMENT format.

You are provided with a scenario in which you will use to develop your sales presentation for your report.The scenario is a framework only, you have flexibility and choice to decide what product(s)/services/facilities to promote to your potential client based on the one scenario (as long as they are relevant to the scenario).Be sure to customize your presentation in your report so it is relevant to the scenario below.

Scenario :

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 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 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:

• 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