Principles of sales wendy sales plan-refection

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Northcentral Technical College

Principles of Sales 10-104-154

Sales Presentation Plan

VC99 SPRING 2014

Instructor: Tara Parks

Wendy Bauer

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Part A. The Selling Scene

Use this Selling Scene for every role play.

The Selling Scene

Hello my name is Wendy Bauer; I am an Account Executive in the Sales and Marketing Department for “Park Inn International”.

Our Address is

555 West Side Street Rockport, IL 50322 618-225-0925 FAX 618-225-9386

My buyer is Tim Holzem, National Sales Manager for “Travel with Me Unlimited”. Travel with Me Unlimited is a Chicago Travel Agency with 40 agents. Address: 1234 Lake Shore Drive Chicago, IL 60657 Phone: 312-512-7777

We are meeting in Tim’s office. Tim Holzem is seeking a sales proposal for the following hotel/motel convention services:

1. Facilities for an annual business sales award dinner and reception to recognize the best performing agents. Include the following in your proposal:

a. A meeting room, set up banquet style, for 50 people (includes managers). b. Buyer wants you to suggest the best foods for the special dinner. c. Buyer wants you to plan a fun, yet professional, dinner “theme” to decorate

the room d. A band e. A space for dancing

2. Dinner to be held the June 28, 2014, last Saturday of next month

3. Agents will be driving in, probably less than 100 miles one way. No overnight

rooms are needed. A map is needed.

4. Liquor is included and will be limited to two drinks per person since guests will be driving.

5. Budget for this event is under $6000.00.

6. Buyer wants you to present visuals (photos, drawings, images) of table decorations, wall decorations, wait staff attire, etc. That matches your theme.

Buyer is also considering the Marriott and wants you to show the features/benefits of why the Park Inn is a better choice than the Marriott.

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Part B. PRESENTATION PLAN

There are 10 steps in this Sales Presentation Plan.

Step 1. Appearance. Well groomed. Professional dress. Confident stance. Smile. For the presentation of the plan I wore an Anne Klien beige two button blazer with a printed blouse that is peach, charcoal, & beige. With matching Anne Klien beige belted dress pants. My demeanor was confident and my smile was professional. Step 2. Introduction. Say your first AND last name, name of company. Handshake is firm, not sweaty. I walked into the room with a professional smile and looked into the clients eyes and stated my name was “Wendy Bauer, I am the Account Executive at Park Inn International” as extended my hand. We engaged in a firm handshake for around 3 seconds. While paying attention to the client’s name, then pulling my gaze away periodically to be professional Step 3. Setting the Stage for a Good Relationship List 3 options for building social conversation: include compliments, comments on “here and now” observations or search for mutual acquaintances I would say confidently while keeping a friendly demeanor. I will use compliments, make comments on the observations I made entering the meeting, while searching for mutual acquaintances to determine the topic of conversation. 1. “How has your day going?” 2. “I noticed the great Japanese inspired design of the waiting room and the impressive orchids, they are spectacular.” 3. “How has the current cool weather trend affected your business?” Step 4. Getting the Buyers ‘Attention (shift from social talk to business) I state “I noticed prior to our meeting today from your buildings design and layout, that you enjoy the inspirations and designs from Japan.” I hand the client a beautiful ornate cherry blossom designed matcha green tea cupcake and matcha green tea cream cheese frosting. I then show the client the beginning of the presentation with the beautiful picture of the cherry blossoms blooming in front of a pagoda. I say my attention statement, “Can you envision your employees arriving at your event then being captivated by Park Inn’s rendition of spring time in Japan?”

My closing statement I would say: “Let Park Inn showcase a spring time in Japan party for you, which is a vibrant vision at an unimaginable value!”

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Step 5. Presentation – Dinner Theme (see Part E) Page 11

Step 6. Presentation – Park Inn features/benefits (See Part D) Step 7: Costs – Order Form (See Part F). Step 8: Negotiation & Reaction Under Pressure Preparation” List 4 anticipated buyer objections and your reply (Fill in the Question (Q) & Answer (A))

1. Q: What does Park Inn have to offer that Marriott does not? A. Park Inn has spent 2.8 million in resent renovations and has two award winning features that Marriott does not. First award is the “Excellence in Renovation Design” with a special recognition for creating an outstanding convention Environment. For our exquisite design that sets us ahead of the rest. Second award winning feature is our Executive Chef Ricardo Guido, who just won “Executive Chef of the Year” award from the National Restaurant Association. These two features would be what elevates your party from a good party to an unforgettable extravagant affair.

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2. Q: We have a caterer we work with frequently are we allowed bringing them in instead of using yours? A. Yes, you are allowed to bring in your own food but there is a 10% gratuity fee that is automatically charged. I personally think if you do that you would be missing out on a dining experience of a lifetime. Executive Chef Ricardo Guido is an award winning chef that takes your party to the highest level. Do you want a type of party to be mentioned in passing, or a party that is talked about for years? I can assure you if you pick Chef Guido, you will be very satisfied with the fantastic food fusions he creates.

3. Q: I would like sometime to look over the information before I sign. Could we reschedule for another day? A. Yes, you can take some time to think it over. I would be available anytime to come back. But please remember that our facilities have to be reserved and whoever signs the rental contract first is guaranteed that space for that date. Since our renovations our dates available go very quickly. For me to guarantee you today an award dinner experience of a lifetime we would need to sign now to assure you get what you want.

4. Q: We had a bad experience with Park Inn several years ago. How can I be assured that it will not happen again? A. I will make your party be my personal mission to assure that you will never have a “bad experience” at Park Inn again. Let me reassure you not only did Park Inn renovate the entire building; they also renovated how operations and procedures are handled. We are a rejuvenated organization committed to giving you the best customer service available. Step 9: Close. The client and I ran through the entire order again. I answered any last minute questions the client had, then the contract was signed. I congratulate the client on the good choice they made. We exchange business cards and I summarize the date and content of the occasion. As we shake hands I congratulate and thank the client for their time and business.

Step 10: Follow up. I leave the clients location and reserve the conference room. I look at what decorations we have in stock that we can use on this theme and order what decorations we are still in need of. I order and rent the outfits that the staff will need for this occasion. I confer with Chef Ricardo Guido and run through the submitted requests of the menu, appetizers and desserts. Chef Ricardo makes out the order to the food supplier and obtains the items needed for the party. One week prior I confirm the food and room. I contact the client at this time to talk over any last minute items. The day of the party our staff and I decorates the banquet hall, checks with the chef and all the key staff and go through a dry run on how this party is to be orchestrated. I greet the guests and host of the party upon their arrival. As the function is going on I check with all the key staff and client to make sure everything is going as planned and help where I need to. A week after the event I send a thank you letter to the client and ask if everything went as well as expected. Through the year I will periodically send an email or letter offering any help with their special occasions in the future.

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Part C.

My Reflection of the Sales Plan & Role-Plays

By Wendy Bauer My learning goals before this class started (what you hoped to learn in this course) were a strong understanding of how the principles of sales worked and learn how to personally implement the tools to be able to close my future sales. On a scale from 1-10, with 1 being the lowest, my skill level in this topic area prior to this course was a 7. I have been in the arena of sales since I was 14 years old. I have run my own businesses and helped a few friends and families start their own. Why? Prior to this course, sales have been my one sticking point. I can handle the design and marketing, but my sticking point was always the sale. I am a perfectionist at heart and in the heat of a sale I get really nervous trying to remain professional sounding and remember what it is we have to offer. Since taking this course, on a scale from 1-10 with 1 being the lowest, my skill level now is: This class bumped up my skill set to a 9.5. I found it a great resource to hone my skills to the next level. A dilemma that I faced in the creation of this professional sales presentation plan and how I handled it: The largest dilemma I had is trying to recall things that I have learned and implement them during a sales presentation. What I learned from this dilemma is: That I need to calm down and just take a second to make sure I have it laid out in my mind before I state what we have to offer. I need to be more confident in myself. I plan to use my new sales skills in your daily life, future; by feeling more confident that I have acquired the right tools to go about sales in a professional manor.

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Part D.

SELLING GUIDE

“Park Inn International”

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CONVENIENT, EASY TO FIND LOCATION

WITH “FREE” PARKING Conveniently located at I-237 and 6th Ave. Just 8 miles from Rockport International Airport

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OUTSTANDING FOOD SERVICE Personally Supervised by Award-Winning “Executive Chef of the Year” Ricardo Guido

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CONFERENCE ROOMS

*1600 square foot or less room FREE with purchase of 20 or more meals!!

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Part E.

“My Dinner Theme”

Below are images of the “themed” event decorations.

Event Theme:

“”

Wait Staff Japanese Themed Clothing

There will be just a few that will wear traditional garments to keep the theme going, mostly the hostess and a few key staff. The rest will be wearing the kimono or sushi style chef coat.

A

B

Business Awards Dinner in a theme of “Excursion to Japan”.

It will be an elegant transcendence inspired by spring time in Japan.

Featuring a Japanese instrumental music group, that balances the

contemporary with traditional ethnic sounds of the Koto. Traditional

inspired attire for the entire staff, fabulous Japanese food and

beverages. Japanese themed give a ways and prizes.

C

B

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Picture “A” is an example of the traditional male kimono garments. They are usually accompanied by a haori (jacket), that is held closed by a braided cord tied in a decorative knot, and hakama (pants) that are worn pulled over the kimono. Where the Kimono is tucked in like a shirt. Picture “B” is an example of the traditional female kimono garments. The kimono is a long, ankle-length silk robe that is shaped similarly to the letter "T." The robe features long sleeves, collars and thick belts that are known by the name of "obi." The front of the kimono overlaps, with the left always going on top of the right side. The obi sash, which you can tie from behind, keeps the kimono firmly in place. Picture “C” is an example of a kimono or sushi style chef coats the majority of the servers and bar staff will be wearing it with black dress pants.

Japanese Cherry Blossom Centerpieces for the Tables

Japanese Cherry Blossom Themed Wall Décor

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Black Table Cloth, Black Sushi Plates with Cherry Blossoms

and Crystal Glassware Table settings

Japanese Style Bar Will Serve Beverages Such As Teas, Japanese Style Beer, Sake, Umeshu Plum Wine & Lemon Soda.

Including A Drink Created For This Party, A Cherry Blossom Martini.

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Matsu Ya Restaurant Gift Cards for

$25 & $50

Sushi for Two Gift Set

Cherry Blossom Sake Set Sake & Sushi Set

Featuring a Japanese instrumental music group, that balances the contemporary with traditional ethnic sounds of the Koto

Similar to the "Collage" instrumental group, the band is a group of college students from

University of Wisconsin Madison School of Music. They will be playing for free for future WOM advertising.

Here is an example of Collage (Japanese instrumental music group) http://www.youtube.com/watch?v=HcyHwLLyC1M

Japanese Themed Give a Way and Prizes

There will be drawings for the following prizes.

Everyone Will Receive a Double Happiness Wine Topper for Attending the Dinner

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Sushi Making Set Sterling Silver Fortune Cookie Key

Chain Locket

A Bottle of Sayuri Sake

Bottle Kyoto Sake Bottle of Ty-Ku Sake

Japanese Themed Food to Be Served

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Part F PARK INN INTERNATIONAL ORDER FORM

Customer Name Tim Holzem Title: National Sales Manager

Organization Name: Travel with Me Unlimited

Address: 1234 Lakeshore Drive Chicago, IL 60657 Telephone: 312-512-7777

Date(s)-Time of Event: Saturday of next month

A. Menu Selections (Price Includes 4% Sales Tax & 16% Service Charge)

Description (circle) Quantity Price Total

Steak Katsu 8 24.54 $196.32

Lobster Teriyaki 10 28.74 $277.40

Salmon Shioyaki 8 21.20 $169.60

Red Dragon Roll (Crab, cream cheese, avocado, tuna & masago) 8 23.30 $186.40

Seafood Dynamite roll (Yellow tail, red snapper, & white tuna) 8 22.74 $181.92

Fire Phoenix Roll (Shrimp, cucumber, tuna & masago) 8 23.94 $191.52

One Time Set up fee $25.00

All selections include tossed salad with ginger dressing, choice of miso or egg

drop soup, choice of rice, fried rice or noodles, hot tea, or honey green iced tea,

& lemon soda.

A. TOTAL MEAL COSTS 1228.16

B. Banquet/Conference Rooms

*1600 square foot or less room FREE with purchase of 20 or more meals (Price Includes 4% Sales Tax)

Conference Room Square Feet Price per day Total

Central Park East* 1426 208.00 $

Central Park West* 1564 208.00 $

Combined Central Park 3036 416.00 $

Top of the Park (includes Revolver/Dance floor/Park View 4290 624.00 $624.00

Revolver 2500 520.00 $

Dance Floor* 1222 182.00 $

Park View* 1395 192.40 $

B. TOTAL CONFERENCE ROOM COSTS $624.00

C. Theme Costs & Special Set Up Instructions:

Detailed Description Quantity Price Total

Audiovisual Bundle (27” video, monitor and cart, includes cables and

connector/ Full House Sound 1 $117.00 $117.00

Band

Table Decorations 10 $35.00 $350.00

Wall Decor 20 $25.00 $500.00

Special Awards 50 $6.84 $342

Bar Setup including costs of liquor 100 $5.00 $500.00

Others? $1000.00 $1000.00

C. TOTAL THEME DECOR COSTS $2809.00

TOTAL COSTS

A. $1102.00_+ B. $624.00_ + C. $ 2809.00 = GRAND TOTAL $ 4661.16

Timothy Holzem 5/18/2014 Wendy Bauer 5/18/2014

Customer Signature Date Authorized Account Manager Signature Date

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