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52 Confidential. For use by Hospitality Softnet Staff only
Greeting
1. Number of rings before answer 5
Answered in three rings or less
Yes
1
No
0
N/A
0
2. Number of seconds on hold
0
Caller placed on hold
Yes
0
No
0
N/A
0
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
No
0
N/A
0
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
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
No
0
N/A
0
3. Asked objective of event or travel
Yes
2
No
0
N/A
0
4. Uncovered history of event or travel
Yes
1
No
0
N/A
0
5. Uncovered budget
Yes
1
No
0
N/A
0
6. Uncovered the decision date
Yes
1
No
0
N/A
0
7. Asked if other facilities were being considered
Yes
3
No
0
N/A
0
8. Uncovered buy factors
Yes
5
No
0
N/A
0
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
No
0
N/A
0
5. Manager quoted pricing within 24 hours
Yes
3
No
0
N/A
0
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
No
0
N/A
0
Score: 60%
18 points out of a possible 30