You are an owner of the Good Food Restaurant chain. The chain is renowned for its premium quality steak and other food & beverage offerings. It operates more than 100 outlets across Canada. All venues are easy to access with decent space to accommodate needs for daily dining, family gathering, or special gathering. You are hoping to secure a contract with a tour company so that they will use your downtown Toronto location for one of their group meals when they have tour groups visiting the city. It is very close to local attractions - about a 2km walk to the CN Tower, Rogers Centre, and the hotel they use for overnight stays. You are presenting to the tour company, which will include:

• Director of Operations - detail oriented, hard to earn trust, relationships are important
• Vice President of Sales - likes to talk, appreciates the value
• Vice President of Finance - concerned about money, costs are important, direct in communication

1. The Business (5 points):
   1. Name of company
   2. Identify the product you will be selling
   3. Address of the company

1. Pre-Approach (20 points):
   1. What do you plan to achieve with your sales call? (SMART objectives) (5)
   2. Who is the customer? Describe the customer type in detail (market segment, role, decision-making power). (2)
   3. Personality/buying style (1)
   4. Needs Analysis (2)
   5. Qualifying questions outline (Customer Planning Sheet) (10)

1. Features, Advantages, Benefits (15 points):
   1. FAB chart (minimum of 10 FABs) (10)
   2. Matching at least 4 FABs to the client's needs (5)

Your presentation must include the following: (45 points)

1. Outline/summary of your presentation (10)Qualifying questions (5)
2. Outline of FABs (5)
3. Two pre-close attempts (5)
4. Two objections (5)
5. Overcoming the objections (5)
6. The closing technique (10)
7. everything should be in the form of a sales pitch.