They were looking for hotels across China in which to stage conferences and business meetings for up to 100 delegates at a time, ad ranging from 3 day to 10 day events, oer the next 18 months. Teir business would allow Ms. Cen to come close to achieving her targets for the year, a she would be able to report advance room bookings at approximately 30% of occupancy – half of what she was aiming for. APowerPoint presentation had been prepared, ad Maggie had thoroughly worked through the presentation.
arrived at the venue in the hotel 15 minutes before the representatives of the travel company were set to arrive, ad all the technical aspects had been checked. Rfreshments were laid out and the exact number of places had been arranged at the table. Wen the representatives arrived each was greeted in turn, fom the most senior to the least senior and I realized that Maggie had researched the people and the company well enough to know all the details about them. Hr PowerPoint presentation really just gave an of the hotel and what it has to offer in pictures and with music.
I was the commentary by Maggie that identified the possible packages that could be put together to meet the exact needs of the travel agency and their planned conferences and meetings. Se had also prepared a glossy handout, lsting 4 options for the room bookings, ad the conferencing venues that could be provided, ad had estimated a cost for each. Hr presentation ended within 15 minutes, oening for questions. Tese lasted for about 10 minutes, the representatives asking about 5 questions, wich Maggie answered in detail and with confidence.
Mggie Chen used thorough preparation, ad high quality technological aids to ensure that the presentation was tailored to the people she knew she would be pitching to. Se engaged all 6 representatives, ad made sure that she kept the attention of particularly the most senior person at the table. Se had anticipated the needs of the travel company, trough thorough research, ad had provided scenarios very close to what they needed. Athough she was actually to sell room bookings, se was also selling conference venues, te entertainment centre of the hotel, ad even the tourist attractions of the city!
Se is impressive in her ability to cross-sell, ad made sure that the client was aware of the complete, bt very flexible packages she was selling. Hr trial...
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