SALES MARKETING HOSPITALITY

1. A PRESENTATION ABOUT SALES KIT & PROJECTING A
PROFESSIONAL IMAGE
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 1

2. Lets Recall some points..
Types of Personal Sales
Call
Prospecting & its Sources
Pre-presentation Planning
Cold or Prospect Calls
Public Relation Calls
Presentation Calls
Inside calls
Referral program of past
and present clients
Property Research
Competitor Research
Client Research
Community Contacts
Property Competitors
Other property employees Front desk personnel
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 2

3. Impact of preparing for the
presentation sales call
Increased Credibility – A prepared sales person knows what
the property has to offer, has translated property products or
services into benefits, and has determined the needs of the
client before attempting to make a presentation.
Increased Confidence – Sales person must sell the property in
the most confident manner. Knowing the products, the
competition and the client increases the self confidence and the
ability to influence the clients.
Increased Probability Of Reaching The Decision Maker –
Research gives you a better chance of talking to the right person,
which means a better chance of making the sale.
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 3

4. After this brief recall
Let us move on………..to
Sales kit
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 4

5. Sales Kit
Before making a sales call you should prepare a well
organized and professional sales kit. Only the
information pertinent to the client’s particular needs
should be included, too much information results in
clutter and appears unprofessional.
In the next slide we will be noting down certain things
as a part of Sales Kit
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 5

6. Sales Kit …Contd
General Property information sheet
Location of the Property (Advantages due to its
location)
Number of guest rooms in hotel (Types, Tariff,
amenities provided, USPs of the rooms)
Description of the atmosphere of the hotel
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 6

7. Sales Kit…Contd 2
Parking facilities
Number and type of restaurants (including coffee shop
menu and room service )
Banqueting facilities and banquet information sheet
Seminar and Conference facilities and their details
including the seating capacity and the facilities being
provided
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 7

8. Sales Kit…Contd 3
Business Centre details
Testimonials or Endorsements (which can be used as
the achievements of the hotel property)
Business card
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 8

9. Sales Kit…Contd 4
Important destinations from the hotel
Map showing the important attractions and its
vicinity from the airport and railway station
Color Photographs of the rooms, restaurants,
banquets, lobby, swimming pool and the hotel
property as a whole. Some photos of smiling guests
and welcoming staff will only help the sales cause.
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 9

10. After we have discussed the Sales Kit….
Let us now move on to -
PROJECTING A PROFESSIONAL IMAGE OF THE
SALES PROFESSIONAL
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 10

11. A sales executive - is the official representative of
the property and his appearance, attitude, and
approach to clients can mean the difference between
new business and a negative response. Remember,
one never get a second chance
to make good first impression.
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 11

12. Nonverbal communication
Appearance
The handshake
Territorial space
Public space
Social space
Personal space
Intimate space
Body language
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 12

13. A SALES PERSON SHOULD KNOW,
HOW TO:
Recognize non-verbal signals
Interpret non-verbal signals correctly
Alter the selling strategy as needed for a particular
situation
Respond verbally and non – verbally to the clients
Body Language.
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 13

14. VOICE QUALITY OF THE SALES
EXECUTIVE
RATE PITCH VOLUME
The sales presentation must be clear and
understandable to be effective. The human voice is a
persuasive instrument when used properly, and it is
vitally important that you learn to use your voice as a
selling tool.
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 14

15. LISTENING SKILL OF THE SALES
EXECUTIVE
You need to show genuine interest in your clients’
need, and listening is and important part of
building a rapport.
Show the client that you are listening by nodding
head in agreement after appropriate time interval.
Know when to start talking and be silent as per
the situation. Communicate your suggestions
politely and continue to observe the body
language as the client states his/her needs.
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 15

16. NEGOTIATING SKILL OF THE SALES
EXECUTIVE
Negotiation involves two or more parties coming
together to reach an agreement for their mutual
benefit.
The first step to prepare by gathering information
about the hotel property. Knowledge is power and a
successful sales person will need to have knowledge in
four key areas, namely –
His/Her Product, The Competition, The
Prospect’s Position, The Hotel Property’s
Position
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 16

17. EVALUATION OF PROSPECT’S
POSITION BY THE SALES
EXECUTIVE
Various Key factors to consider while evaluating
the prospect’s position are:
Deadline
Competitors
Past Problems
Budget
Decision Maker
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 17

18. DO READ YOUR CLASS
NOTES AND REFER TO THE
CHAPTER NOTES ALSO……
PEEYUSH SRIVASTAV ASST PROFESSOR
BCIHMCT NEW DELHI 18