Expert answer:Sales Techniques

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Assignment #2: Sales Techniques (Chapter 4, 5, 6)
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Identify your hotel brand.
What are the 4 types of personal sales calls? Briefly explain each type.
List the type of sources for prospect research and explain each source.
What 3 areas should be researched for effective pre-presentation planning? List at
least 3 actual examples for each area from your hotel brand.
What is key account management? Why is it important? And what are the
different types of levels for assignment?
What are the different types of outgoing calls for telephone sales? Briefly explain
each type.
What are some advantages telephone sales have over personal sales?
When do you think your hotel should use telephone sales rather than personal
sales? Make sure you identify which type of outgoing calls you would use in
answering this question.
What is the difference between internal marketing and internal sales? Why is each
important?
What are the three most effective internal sales techniques? Explain each type and
their methods if there are any.
Reference list.
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