Every step of the sale, from the approach to servicing the sale, is carefully planned in advance. One purpose of this assignment is to review your understanding of the sales situation and offer suggestions to ensure that the salesperson is well-prepared to achieve success.
You are to assume the role of sales manager for the Westin Hotel, Dublin, Ireland. You are responsible for selling the hotel’s facilities and services to the corporate sector. The sales director has asked you to prepare a report outlining your sales strategy to enhance the hotel’s selling approach to this sector. Students should note that the Westin Hotel is a 5-star hotel and for the purpose of this assignment the hotel does not compete on price.