Sales Shop Report Writing

Greeting

1. Number of rings before answer 5

Answered in three rings or less

Yes 1 Yes 0

No 0 No 0

N/A 0 N/A 0

2. Number of seconds on hold

0

Caller placed on hold

3. Greeting was polite, friendly and easily understood.

Yes 1

No 0

N/A 0

4. Sales Person was available to assist (questions 5, and 6 are N/A

Yes 5

No 0

N/A 0

……or…… if Sales Person was not available then question #4 is rated N/A and questions 5 and 6 are rated instead) 5. Sales Person was not available, Assistant obtained pertinent details of inquiry in addition to name and phone number to pass on to Sales Person Yes 1 6. If Sales Person was not available, and a message was left, call was returned within 24 hours Yes 5

No 0

N/A 0

No 0

N/A 0

Score: 88% 7 points out of a possible 8

Qualification of Needs

1. Asked all necessary questions for event or travel; questions to include: # attendees, dates, times, food and beverage, set-up style, overnight accommodations. Must ask all to obtain a Yes rating. If a “rooms only” piece of business, then meeting and Food & Beverage needs don’t apply.

Yes 5

No 0

N/A 0

2. Uncovered decision maker

Yes 2 Yes 2 Yes 1 Yes 1 Yes 1 Yes 3 Yes 5

No 0 No 0 No 0 No 0 No 0 No 0 No 0

N/A 0 N/A 0 N/A 0 N/A 0 N/A 0 N/A 0 N/A 0

3. Asked objective of event or travel

4. Uncovered history of event or travel

5. Uncovered budget

6. Uncovered the decision date

7. Asked if other facilities were being considered

8. Uncovered buy factors

Score: 50% 10 points out of a possible 20

Presentation and Selling Skills

1. Sold features and benefits of the property (must do at least 3 features and 2 benefits to gain a Yes rating) Yes 7

No 0

N/A 0

2. Manager addressed the customer’s buy factors by pointing out features and benefits that met these specific wants and needs (rated as No if Manager did not uncover buy factors and did not sell to them) Yes 7

No 0

N/A 0

3. Manager attempted to establish rapport and build a relationship through casual conversation and/or openly friendly interaction Yes 5

No 0

N/A 0

4. Manager quoted availability within 24 hours

Yes 3 Yes 3

No 0 No 0 No 0

N/A 0 N/A 0 N/A 0

5. Manager quoted pricing within 24 hours

6. Manager attempted to sell against the competition in a positive manner (rated as No if manager did not uncover competition and did not sell against them) Yes 5

Score: 60% 18 points out of a possible 30

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