Assignment Title:

The Westin Hotel Dublin. Report outlining the strategic selling approach

Assignment Brief

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.

Learning Outcomes addressed and assessed in this assignment:

• Critically evaluate each phase of the selling process.
• Evaluate the dynamic nature of forces that impact customers buying decisions and determine how sales strategies are modified as a result.
• Create a sales strategy demonstrating a range of selling skills from prospect identification to long-term relationship building and create a master selling plan