Type
Essay
Pages
3 pages
Word Count
498 words
School
IU
Course Code
Marketing

Marketing

June 15, 2021
Page 1 of 3
VATEL HO CHI MINH
EXAMINATION PAPER
Class: MA3-2018
MC3-2019
SUBJECT: HOSPITALITY SALES - CODE: PRO 301
FINAL EXAM
(ONLINE)
DATE: 18/05/2021
SUBMISSION DATE: BY 12AM, 29/03/2021
CASE STUDY (20 POINTS)
WHAT A SALESPERSON DOES?
For this case, assume that you have just been appointed as a salesperson for a 50-room resort that is
targeted at small to medium sized companies. On your first day in the role, your new sales manager
tells you that he wants you ‘on-the-road’ selling in four-week time. That means you now have a
month to get yourself ready. To help you, a few headings have been provided below.
As a new salesperson, you would probably need to know/have:
How to Identify and Reach Prospects
How to Present to Prospects
Sales Tools You Might Need
Things to Know about the Resort’s Products and Services
Things to Know about Your Resort
How to Finalize and Follow-up Sales
How to Act/Think Like a Salesperson
As an individual, What Training Will You Need to Ask Your Supervisor for?
Other Tasks?
Questions:
1.
Outline your four-week time plan to fully prepare yourself for this role, as detailed and specific
as possible. (14 points)
Requirement:
-
Define your end goal (what you want to do and what you want to achieve), followed
S.M.A.R.T. criteria.
-
Identify specific action steps that need to be done.
-
Define “person/department involved” (if any) for each action step.
-
Prioritize the action steps and add deadlines (start and end date).
-
Start milestone

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