Sales Management: Ethics, Communication Styles, and Prospecting Techniques

Ethics in Sales Management

You are a Sales Manager for the Courtyard by Marriott downtown Toronto; your responsibility is to sell rooms to the sports group market.  Sameer Khan is a new client who is a buyer from a national driving school Academy. Sameer recently signed a contract with you and bought 300 room nights for a local boxing match for his entire National sales team as a team bonding event. (A purchase order worth around $45,000). You are sure there is the opportunity for much more business with Sameer in the future. A couple of days ago you chatted with Sameer when you saw him at an industry trade show; he casually asked if you happen to have a large suite for his personal use which you can give him for free. This suite would sell for $1200.

List and explain four (4) points that are relevant to the ethics of this situation. Be sure to explain your points clearly. Please use bullet point format.

Imagine you have an important sales presentation with a hotel buyer tomorrow. His name is Mr. Romeo, and you have never met him before. A coworker who has worked with Mr. Romeo has told you that his Communication Style is Reflective. Using concepts from the textbook and discussed in class, and taking your own Communication Style into consideration, how will you adapt your interaction and presentation with Mr. Romeo to help ensure you will be successful?

Give 4 points & be sure to explain them clearly. Please use bullet point format.

Imagine you are a Regional Sales Manager for Hospitality Supplies for Hotels. Here’s is your company’s website:

https://www.hdsupplysolutions.com

As the Hospitality Business Development Manager – your boss – wants you to identify hotels in London Ontario that would be good candidates to buy your Hospitality products, and approach them for permission to give a sales presentation. Using concepts from the textbook about Prospecting and discussed in class, describe how you could best go about this.

• Make sure your points are relevant to the industry in this scenario.
• Make sure your points are relevant to this business scenario as described above.
• Be sure you are clear & precise on how each activity is part of Prospecting. REMINDER: Advertising and Marketing are not
• Be brief and straight-to-the-point; points will be deducted for unnecessary or irrelevant extra details.

1. Describe a specific market research activity that you would use in your prospecting effort. Be specific. Be sure to explain your activity clearly & be specific. Please use bullet point format.

2. Name and give the dates of a local industry event that you would attend and what you would do at the event as part of your prospecting effort. Be sure to explain your activity clearly & be specific. Please use bullet point format.

3. Describe a referred lead or center of influence activity that you would use. Be specific. Be sure to explain your activity clearly & be specific. Please use bullet point format.

4. Give the name & address of a hotel that you would contact & the name of the hotel General Manager (or someone else who would have the authority to make this type of buying decision). Insert a hyperlink to the hotel’s website into the name of the hotel and include his/her telephone number and/or email address. Also, include a hyperlink to his/her LinkedIn page.

NOTE: To receive marks on this exercise you must provide detailed, specific examples of your activities. Generic responses such as “I will look on the Internet for…” will not receive any marks. And giving descriptions of definitions of these Prospecting techniques will not earn you marks.