Question

For this assignment, you will need to determine the following:

What is a logical objective for the sales call;

Where they are on the sales continuum and what questioning techniques to use;

Possible objections/consequences;

A logical commitment to advance the sale

Your position You are a sales representative for the Amelia Island Plantation Check them out at this website - hotels amelia- lantatio As you will see, this is a beautiful, upscale resort near Jacksonville, Florida (on the Atlantic Coast) that offers fine vacation, recreation, dining and meeting facilities. Your specific job is to solicit and sell corporations and other groups to hold their meetings at the Plantation and then act as their host once they're on site to ensure all goes well for them The person you are calling on is a district sales manager for Procter and Gamble. You have heard through a personal contact at P&G that this person is up for promotion to be a regional sales manager, which would be a huge step for someone so young. The upper management at P&G has given him or her the responsibility of planning this sales meeting for everyone in their division -- some 150 sales people plus their spouses and some children so it will be huge number of people. The meeting will commence orn Thursday moming, concluding Sunday at noon There will be meetings until noon each day and then they will have the rest of the day for recreation. They are looking to have the meetings in early June right after school lets out so children may attend. You also have leaned through your contact that upper management is going to be observing very closely how this person plans, organizes, and carries out this meeting. Ifs/he pulls it off, their promotion is in the bag. If she doesn't, she probably won't be considered further. Thus, this person has a huge stake in making sure the meeting comes off without a hitch. Plus, selling a 300-plus person meeting woulan't be bad for you either! You have had a couple of phone conversations with this person, and s/he has told you they have the following needs Breakfast each morning for the 150 salespeople .General session from 8:00 to 9:30 for all 150 people Break froam 9 30 approximately 40 per Breakout sessions from 10:00 to 11:30- approximately 40 per session Lunch on their own Recreational activities for attendees and spouses . Recreational activities for children each moming Wrap-up dimer for attendees and spouses on Saturday evening each aftemoon . Recreational activities for spouses on Thursday, Friday, and Saturday momings Dimer recommendations for Thursday and Friday evenings You know they are also considering another resort on the Gulf Coast of Florida for this meeting, so they seem to be set on coming to Florida. You have had a number of phone conversations with them, but have yet to meet face-to-face. While you normally don't travel for sales calls, given the size of their meeting vou are calling on himher in their office.