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Interviewing Sales Professionals assignment (15%) Essay Example

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Interviewing Sales Professionals assignment (15%)

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They were looking for hotels across China in which to stage conferences and business meetings for up to 100 delegates at a time, and ranging from 3 day to 10 day events, over the next 18 months. Their business would allow Ms. Chen to come close to achieving her targets for the year, as she would be able to report advance room bookings at approximately 30% of occupancy – half of what she was aiming for.A PowerPoint presentation had been prepared, and Maggie had thoroughly worked through the presentation. We arrived at the venue in the hotel 15 minutes before the representatives of the travel company were set to arrive, and all the technical aspects had been checked. Refreshments were laid out and the exact number of places had been arranged at the table.When the representatives arrived each was greeted in turn, from 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. Her PowerPoint presentation really just gave an overview of the hotel and what it has to offer in pictures and with music. It 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. She had also prepared a glossy handout, listing 4 options for the room bookings, and the conferencing venues that could be provided, and had estimated a cost for each. Her presentation ended within 15 minutes, opening for questions. These lasted for about 10 minutes, with the representatives asking about 5 questions, which Maggie answered in detail and with confidence.Maggie Chen used thorough preparation, and high quality technological aids to ensure that the presentation was tailored to the people she knew she would be pitching to. She engaged all 6 representatives, and made sure that she kept the attention of particularly the most senior person at the table.She had anticipated the needs of the travel company, through thorough research, and had provided scenarios very close to what they needed. Although she was actually trying to sell room bookings, she was also selling conference venues, the entertainment centre of the hotel, and even the tourist attractions of the city! She is impressive in her ability to cross-sell, and made sure that the client was aware of the complete, but very flexible packages she was selling.Her trial

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The China South City website (2011) Facilities: Hotels: The Grand City Hotel available at http://en.csc86.com/facilities/Hotel%20Services.html#grand accessed November 25, 2011
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