Hospitality Academy Of St. Clair County HOSPITALITY MANAGEMENT 4762 Sales and Marketing chapter 4
Personal Sales
1) What are the four types of sales calls?
1. Cold Calls or prospect calls
2. Public Relations Calls or service calls
3. Presentation Calls or appointment calls
4. Inside Calls
2) What are some sources for prospect research and what are three basic criteria for
qualifying pr
...[Show More]
Hospitality Academy Of St. Clair County HOSPITALITY MANAGEMENT 4762 Sales and Marketing chapter 4
Personal Sales
1) What are the four types of sales calls?
1. Cold Calls or prospect calls
2. Public Relations Calls or service calls
3. Presentation Calls or appointment calls
4. Inside Calls
2) What are some sources for prospect research and what are three basic criteria for
qualifying prospects?
Referrals from past and present clients
Other departments within large corporations or groups that the property is
currently serving
Local organizations and companies
Community contacts
Front desk personal
Other property employees
3) What three areas should be researched for effective pre-presentation planning?
Property Research
Competition Research
Client Research
4) What are the five basic steps of a presentation sales call?
Opening the Sales Call
Getting client Involvement
Presenting Your Property
Overcoming Objections
Closing and Following Up
5) What are the elements of a sales call opening?
[Show Less]