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Sample SalStar (For Starwood)
Pro Points
Sales Quality Assurance Test Call
Shop Details
Location Shopped:
Sample Hotel
Date of Shop:
7/16/2012
Sales Person:
Carolyn Jones
Shop Type:
Catering
Hotel Type:
Upscale
Property ID
Code:
0000s
ADI:
Sample
Shop ID Code:
0000s_071612_ss
Brand
Westin
Special Notation:
Sales Scenario
Market Segment:
Social Catering
Attendees:
100
Client Name:
Laura Stewart
Flexibility:
Yes
Organization Name:
Smith/Keith Wedding
Competition:
Marriott, Crowne Plaza
Function:
Wedding Reception
Decision Date:
Immediate
Function Space Needs:
4/16/13 wedding reception
and dinner with dancing and
open bar from 6:00PM-
11:00PM
Overnight Needs:
None Needed
Score Summary
Section
Possible Actual
%
Capture
Yes would book Would Possibly Book
Greeting
3
3
100%
Qualification of Needs
20
17
85%
No, was not effective in gaining the caller’s confidence for
this or future bookings
Presentation
35
25
71%
Handling Objections
15
10
67%
Hotel
Comp 1
Comp 2
Reachability Factor
100% Caller spoke to sales person on initial call
50% Receptionist took details to start inquiry
Attempt to Close
22
22
100%
Professionalism
13
13
100%
100
50
50
0% Receptionist took Name & Number only
0% Caller was transferred into voicemail
Total
108
90
83%
NOTE: THESE NEED TO
BE FILLED IN MANUALLY
100
100
*When calling competitors,
please use a fictitious name,
company and phone
number. DO NOT use the
HSI identity information.
There is no need for the
competing hotels to call you
back.
*Place your initial calls to the
competitors and the ordering
hotel on the same day.
*Calls to the competing
hotels do not need to be
recorded.