Sales Shop Report Writing

Presentation (Must be done verbally)

B a s i c S k i l l s 1. Sales Person was proactive in presenting rather than just answering Caller’s questions or just quoting pricing and availability 2. Was able to knowledgeably describe and discuss the features upon request 3. Sold benefits as well as features (2 or more benefits must be stated to obtain a Yes) 4. Presented the hotel vs. simply quoting pricing and availability: Must use at least 5 features to get a Excellent, 4 features to get a good, 2 to 3 features to get an Average, and 0 to 1 features to get a Poor 5. Addressed Caller’s buy factor(s) during the presentation by acknowledging them and then explaining how the hotel can meet these specific need(s) 7. BONUS POINT Attempted to creatively present the hotel by asking the caller to go to the hotel's web site live while on phone so the site could be used as a tool (Please note that Caller may decline offer but manager still obtains points for asking) 6. Made presentation first before quoting price Ad d r e s s e d C omp e t i t i o n 9. Asked if other facilities were being considered (identified actual names of facilities) 10. Demonstrated knowledge of the competition 11. Attempted to sell against the competition in a proactive manner; for example, by actively pointing out why their hotel would be the better option or by selling their hotel’s strengths after the competition was discovered in a clear attempt to sell against them (must know competitor names they are selling against) 12. Did ot speak negatively about competition in general or on the specific competitors identified 13. Sold against the competition effectively (must know competitor names they are selling against) 8. BONUS POINT Attempted to upsell

Yes 2

No 0

N/A 0

Yes 2

No 0

N/A 0

Yes 3

No 0

N/A 0

Excellent 3

Good 2

Average 1

Poor 0

N/A 0

Yes 3

No 0

N/A 0

Yes 3 Yes 2

No 0 No 0

N/A 0 N/A 0

Yes 1

No 0

N/A 0

Yes 1 Yes 1 Yes 3

No 0 No 0 No 0

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

Yes 1

No 0

N/A 0

Yes 1 N/A 0 Note: If competition was not discussed at all, questions #10 and 12, are N/A and # 11 and 13 are No No 0

S p a c e A v a i l a b i l i t y ( c a n b e d o n e v i a ema i l ) 14. Confirmed within 24 hours if space was available or not (for BTSM inquiries this is N/A) Yes 1 No 0

N/A 0

15. If requested dates were not available, Sales Person asked for alternative dates (for BTSM inquiries this is N/A)

Yes 1

No 0

N/A 0

16. Quoted pricing within 24 hours

Yes 1

No 0

N/A 0

Score: 96% 22 points out of a possible 23

Sheraton Westport 1/8/2013 435_010813_jf Beverly Pruett

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