Develop your sales presentation for your report

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Reference no: EM133192956

Sales Assignment

Assignment Overview

You are to write a report and create a "sales presentation" using the sales process learned 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
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 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:
- 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
1.
2.
3.

Part 1: The Report

In part 1, you will create a report based on the ONE scenario of your choice to develop your sales presentation including the key components listed.

Components of Report
Cover Page
Name of Company Chosen
Course Code and Section
Student Name
Centered and Spaced: Font Times New Roman - 1.5 spacing 1 Mark

Summary of Key Components - The Report

All of these key components MUST be present in your report:
1. Planning
2. Cultivating
3. Discovery - Questions and Features, Advantages and Benefits 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
4. Presentation - Sales Pitch
5. Confirmation - Trial Confirmation 1 and Trial Confirmation 2
6. Assuring Customer Satisfaction

Part 2 Presentation

Challenge: You are tasked with making a Sales Presentation to the class as if we were your potential client. As the Sales Department it is your job to sell us, the client, on your idea. You will have 10 minutes to complete your presentation. What you wish to accomplish is selling us and getting the confirmation of the sale.
• This assignment will be submitted to the assignment folder drop box labelled "Sales Assignment"
• Presentations will be made on the last day of class
• Presentations can be no longer than 10 minutes. If you go over the time you will be stopped.

Reference no: EM133192956

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