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APA
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Business & Marketing
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Coursework
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English (U.S.)
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Topic:

Hotel sales individual Assignment. Business & Marketing Coursework

Coursework Instructions:

Hotel Sales Individual Assignment

During class we have discussed a few techniques to overcome objections and to close the sale but there are many, many more.
Research five other overcoming objections techniques AND five other closing the sale techniques. Identify them, describe them, indicate when they should be used and give an example of each.
Document your research with a references page.

e.g. Direct Close
Description: the sales person asks the potential customer a direct closed ended question.
Scenario: when the sales person is very sure that the client is about ready to purchase
Example: “ Mrs. Smith, shall I make that reservation for you?”
Overcoming objections techniques （ This part can use google to google it）
– Indirect Denial
• Recognize objection, but supply information to
support your statement
– Direct Denial
• Deny then present facts to support
– Compensation
• Give advantages that out weight disadvantages
– Feel-Felt-Found
• Agree with objection, then explain your findings
Closing the sale techniques ( This part can’t use google)
Direct Approach - Ask for the sale
Summing Up – restate points of agreement
Assumptive Approach – ask close ended ?
Trial Approach – ask open ended ? To see if buyer is ready
Minor Decision – ask buyer to decide on the smaller items first
Challenge Approach – ask a direct and presumptive ?
Negation Approach – ask a direct ? To buyer who seems to lack urgency
Alternative choice – ask direct close ended ?
The example better to use Hotel example

Coursework Sample Content Preview:
Handling SalesNameInstitutional AffiliationDate
Ways of Overcoming Objections
Demonstrate value
Description: The sales person should demonstrate the value of the product when customer says that the product or service is too high.
Example:
Customer: I think that that organic fruit juice would be too expensive for me.
Sales Person: I see Mrs. X but what is important to you, price or value? This organic juice has been made from local fruits that are sourced from the rich highlands and they do not contain any sugar. They have been processed with the high level hygiene and rarely can you find such juice.
Don’t hang up yet. Ask open ended question
Description: Customer says, give me your email or phone number, I will contact you.
Example:
Customer: I promise to get back to you. Would you give me your email or phone number?
Sales person: Oooh that is fine Mrs.X. Would I know what to include in your email?
Show that you just need a moment with them and not so much time
Description: Sometimes the customer can say that they are busy and they do not have time.
Example
Customer: I don’t have time now. I will talk to you later.
Sales Person: I understand Mr. X, but you actually do not need so much time to taste our products. You can carry along with you this bottle of organic juice and drink later.
Make the Deal at that time
Description: Used in instances where the customer says, I will buy soon or later. The soon can become weeks, months, years.
Example: Customer: Hey..I see your food is nice, I will come to visit you soon.
Sales person: Year sure, our food is always nice. You can actually visit us now since we are giving an offer to our new customers today. They will receive one extra plate of chicken f...
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