You will be presenting to a NEW client that has never used your hotel before (the same hotel you have been working on for Parts I & II). Using the four steps we learned in class about the sales process give an example of each step and how you would “sell” the hotel to this new client.

Before you answer the questions below, read the Getting Started section below so you know about what type of client you will be presenting too. You will be meeting the client at the hotel and can provide them a tour during or after your meeting.

Getting Started: Client Information

Name of your client: Sally Smith

Name of the company: University of Houston Alumni Association

Type of Meeting/Event: Leadership Conference for board members of each college alumni association on the University of Houston Campus.

Event Information as to what you have prior to the meeting:

3-day conference November 12-14, 2020

25 sleeping rooms (double occupancy) for two nights 12^th and 13^th only

November 12^th –

Opening Session – 1:00 PM – 3:00 PM for 50 people theater style

2 Breakout sessions – 3:00 PM – 5:00 PM for 25 conference style each

Dinner 6:00 PM – 8:00 PM for 50 rounds of 10

November 13^th –

General Session – 8:30 AM – 10:00 AM for 50 people theatre style

Coffee Break 10:00 AM – 10:30 AM for 50 people

2 Breakout sessions 10:30 AM – 12:00 AM of 50 each classroom style

Lunch 12:00 PM – 1:30 PM for 50 rounds of 10

2 breakout sessions 2:00 PM – 5:00 PM of 50 each classroom style

November 14^th

Closing Session 8:30 AM – 11:00 AM 50 theater style

Step I: Introduction

How would you introduce yourself as well as your hotel’s concept? Make sure you include the three points from the lecture. (write out the script of what you would say)

Step II: Questioning

Given the type of meeting your client is having write TWO open ended questions you and ONE closed ended question to find out more details about your client’s needs. (basic information was given to you above, I am sure you will have questions as you are meeting to find out more about the meeting needs) (you can write the questions only please, you do not need to answer the questions)

Step III: Presenting

Present ONE of the three features and their benefits from the hotel you are doing for your project that you would think would be important to your client based on the information provided above.

Step IV: Closing

Using the tips discussed in class how would you close your presentation and “ask for the sale”?

How will you follow up with the client? (what is your next step?)