You are a Sales Executive at the Marriott Hotel in downtown Toronto who has just completed a training course in sales and negotiation Last week , you met with Erin Adkins of the North York YWCA , and provided some information about your company and the services that you offer . Congratulations ! It seems that you were able to good first impression and have implemented what you have learnt in the training course on building good client relationships . Erin left you a voice message requesting a second in - person meeting to discuss a function that she wants to host at your hotel in late December During your first meeting , you were able to gather a bit of information about the event that Erin wants to host You revert to your CRM to look at your notes from your first meeting.

Notes 

1. Erin wants to hold a graduation ceremony for 50 persons 

2. She wants a head table and several other round tables 

3. She wants you to provide a meal at the end of the function 

4. wants you to provide the sound system , podium & decorations Potential upselling : Graduates and their families may want rooms after the ceremony as they may not want to drive home that late . Should provide complimentary breakfast the next morning ?

A gown and hat at an additional rate or should it be part of the package ? 

Should I provide a photographer at an additional provide a photographer and post the photos so that graduates can possibly buy hard and digital copies?

Questions

As you are still undergoing training your Sales Manager has requested that you prepare the following for his approval prior to your second meeting with Erin .

1. What are 5 actions that you can to take about the products ( to become a product specialist) that your hotel offers prior to the meeting

2.outline any 5 probing questions that you will ask during the meeting to gather facts about your customer's buying situation .

3. outline a list of 5 possible confirmation questions that you will use to clarify and confirm Erin's and your own perception of her buying conditions

4. Outlines verbal or non - verbal techniques that you can use to show your interest in what Erin is saying during the consultation