Reference no: EM133393242

Question: You are a Sales Executive at the Marriott Hotel in downtown Toronto who has just completed a training course in sales and negotiation. You have had 2 meetings with Erin Adkins of the North York YMCA to discuss a function that she wants to host at your hotel in December. During the second meeting you discussed her needs and she now wants to meet to discuss some concerns and negotiate the details for the function. You revert to your CRM to look at your notes from your previous meetings:

Name: YWCA

Contact: Erin Adkins

Phone: 949-245-3740

Title: Chairperson, Physical Fitness Programs

Sec

Dear: Erin

Address: 16 Ruan Centre

City: North York

Province: ON

Postal Code: M2M 3R6

Notes:

1. Erin wants to hold a graduation ceremony for 50 persons
2. She wants a head table and several other round tables for the graduates and their families
3. She wants you to provide a meal at the end of the function
4. She wants you to provide the sound system, podium & decorations

Potential upselling options that are still on the table:

1. Graduates and their families may want rooms after the ceremony as they may not want to drive home that late. Offered the option of complimentary breakfast the next morning?

2.Due to Covid 19 graduates should bring their own hat and gown.

3.Offended the services of a hotel photographer. Persons would choose their ( hard or soft) copies of their photos after the ceremony(cost to be negotiated with Erin).

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

1. If Erin indicates that she is not sure your hotel is the best place for the function how will you overcome that objection? What technique will you use and what will you say to her to show her that your hotel is the best option?
2. If Erin says that your price is too high how will you overcome that objection? What

technique(s) will you use to overcome the objection, what will you say to her?

1. Identify any negotiation tactic that you feel will be the best option to try to get her to agree on the price and explain why this is the best option that you think is available to you?
2. You want to close the sale during this meeting. Identify and explain any 5 closing options that may be available to you in this specific scenario.