Sales Shop Report Writing

Presentation

B a s i c S k i l l s 1. Was able to knowledgeably describe and discuss the hotel’s features

Yes 2

No 0

N/A 0

2. Utilized one or more adjectives to describe a feature or benefit

Yes 2

No 0

N/A 0

3. Sold benefits as well as features (2 or more benefits must be stated to obtain a Yes)

Yes 3

No 0

N/A 0

4. Presented the hotel vs. simply quoting pricing and availability: Presentation must include at least 3 features to gain a Yes rating. Areas that were addressed in the presentation included:

Yes 3

No 0

N/A 0

Location

Guest

Restaurant

Lounge

Function Space

Quality Service

Additional Amenities

Rooms

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)

Yes 5

No 0

N/A 0

6. Made presentation first before quoting price

Yes 5 Yes 2

No 0 No 0

N/A 0 N/A 0

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)

8. BONUS POINT Attempted to upsell

Yes 2

No 0

N/A 0

Ad d r e s s e d C omp e t i t i o n 9. Determined what other facilities were being considered (must actually determine facility names) 10. Demonstrated knowledge of the competition 11. Attempted to sell against the competition in a proactive manner by actively pointing out their hotel’s strengths after the competition was discovered in a clear attempt to sell against them and show the customer why their hotel is the best option

Yes 5

No 0

N/A 0

Yes 1 Yes 3

No 0 No 0

N/A 0 N/A 0

12. Addressed the competition without criticizing them N/A 0 Note: If competition was not uncovered at all, questions #10 through #12 are rated No. Yes 3 No 0

S p a c e A v a i l a b i l i t y 13. Confirmed within 8 business hours if space was available or not (business hours are 8 am to 5 pm)

Yes 1

No 0

N/A 0

14. Quoted pricing within 24 hours

Yes 1

No 0

N/A 0

15. When quoting pricing, item being discussed was described

Yes 1

No 0

N/A 0

Score: 71% 25 points out of a possible 35

Sample Hotel 7/16/2012 0000s_071612_ss Carolyn Jones

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