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58 Confidential. For use by Hospitality Softnet Staff only
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
Yes
2
No
0
N/A
0
2. Was able to knowledgeably describe and discuss the
features upon request
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: 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
Excellent
3
Good
2
Average
1
Poor
0
N/A
0
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
3
No
0
N/A
0
6. Made presentation first before quoting price
Yes
3
No
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)
Yes
2
No
0
N/A
0
8.
BONUS POINT
Attempted to upsell
Yes
1
No
0
N/A
0
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)
Yes
1
No
0
N/A
0
10. Demonstrated knowledge of the competition
Yes
1
No
0
N/A
0
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)
Yes
3
No
0
N/A
0
12. Did ot speak negatively about competition in general
or on the specific competitors identified
Yes
1
No
0
N/A
0
13. Sold against the competition effectively (must know
competitor names they are selling against)
Yes
1
No
0
N/A
0
Note: If competition was not discussed at all, questions #10 and 12, are N/A and # 11 and 13 are No
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