Part A - Scenario

It's leading up to winter, which tends to be the slow season for the Seaside Motel. The General Manager calls you (the Sales Manager), your sales team, and the marketing team into his office to discuss how to offset the expected reduction in occupancy.

During the consultation, many ideas are considered and evaluated. The General Manager is particularly excited by the prospect of promoting corporate travel packages. Forward estimates of potential revenue suggest that the motel could increase sales by 50% over the next 4 months. The motel has a conference room and the General Manager indicates that he would like the packages to include use of the conference room, catering and accommodation.

At the conclusion of the meeting, the sales team split off to consult about appropriate sales call patterns and strategies. The marketing team split off to develop a basic marketing plan for pursuing this new line of business. This marketing plan is included as Appendix 2.

As the Sales Manager, the General Manager has asked you to run this campaign.

1. Describe two sales activities you could use for this campaign. Your response should be approximately 100 words. Note: consider the marketing plan in Appendix 2, as well as your own ideas.

2. A) Use the Internet to research the type of businesses/customers that you could target. Create a profile of the typical customer and a list of 10 potential prospects. Comment on how you would incorporate this information into the sales planning process. Your response should be approximately 300 words.

B) Research how the sales and marketing teams could use social media to generate leads and sales as part of the corporate travel package campaign. Your response should be approximately 150 words.

3. During the meeting with the General Manager, the team estimated revenue for the new campaign. What do you need to consider when estimating the revenue that you will generate from this campaign? Your answer should be approximately 100 words.

4. During the meeting with the General Manager, your sales team consulted about call patterns and strategies. Describe the call pattern that could be used for this campaign and explain when you might deviate from the call pattern.

5. Write a script that you can use when cold calling. Record yourself saying the script, paying close attention to the way you sound. You can do this on your mobile phone or computer. You will need to submit the recording as an electronic file. Your recording should be no more than 15 seconds long.

6. Write down three objections that you might hear and what you could say to overcome them. Your response should be approximately 100 words long.

7. What are three sentences/questions that you could use to close the sale? Your answer should be approximately 50 words.

8. You are responsible for implementing a new system relating to sales activities for prospective customers that have already been contacted. Draft an email in which you provide them with further information about the packages you offered in your initial call, and seek feedback on your sales call.

Ensure that you provide a basic overview of the package you are offering, and highlight the benefits and features of the package.
Be sure to mention that a detailed quote will follow shortly.

Draft your response in email format, addressing all the requirements above.

Part B - Research

Research the following with respect to the Seaside Motel, considering all services.

1. What legal requirements do you need to consider when selling in this area? Your answer should be approximately 100 words.

2. What ethical principles do you need to apply? Your answer should be approximately 100 words.

3. What environmental sustainability initiatives are promotable in this sector? Your answer should be approximately 100 words.

4. Who might be involved in the marketing or distribution network? Your answer should be approximately 100 words.

5. What are some of the current trends in this sector? Your answer should be approximately 100 words.

Part C - Scenario

In recent years, the Seaside Motel has expanded its social profile, promoting its function room to host a range of events - particularly hens and bucks nights, birthday parties, end of year parties and engagement parties. You and your sales team are expected to sell events as part of your ongoing sales operations.

In May, the team made 170 calls and sold 5 event packages. Two events were small with revenue of $2500 each, one event was large with revenue of $7,000, and the other two events had revenue of $4,000 and $3,500 respectively.

During the same month, you found out that Joes', a popular pub around the corner, is now offering a "special night" drinks package for hens and bucks nights. As well as the standard beer, wine and soft drink, it includes the option of selecting three premium cocktails.

Another prospect told you that a lot of the local CBD businesses are looking for places to hold karaoke nights as part of their team bonding or social club events. Karaoke has become very popular in the local area.

During a sales call to an existing client, you found out that they are extremely frustrated. Apparently they have been invoiced the wrong amount on more than one occasion. Another customer has also reported that their invoices were incorrect.

Based on the information above, complete the Sales Report in Appendix 1.

As well as your written responses to the above questions, you need to upload the following to Open Space:

- Phone script
- Voice recording
- Email
- Sales Report

Attachment:- Appendix.pdf