Question

ROLE-PLAY EXERCISE

Developing a Presentation Strategy, Lecture 4
SCENARIO
You recently met with Mohammed Ansari, founder and chief executive officer of Dynamic Security Inc. The purpose of the first sales call was to begin the relationship-building process and present selected value-added guest services and amenities offered by the Park Shores Resort and Convention Centre. You also obtained some information regarding the customer’s buying process.
CUSTOMER PROFILE
Prior to starting Dynamic Security, Mohammed Ansari spent 12 years working in sales and sales management at General Electric Corporation (GE), described by Fortune magazine as America’s most admired company. Workingfor GE was a great learning experience for Mohammed, who is trying to apply the GE success formula to Dynamic Security. He is the classic extrovert, a person who combines high sociability and high dominance.
SALESPERSON PROFILE
You are new to the field of selling, but you are a quick learner. The first visit with Mohammed Ansari went well, and now you are preparing for the second sales call. Mohammed is planning a large banquet to recognize his employees but has not yet selected a location for this event. While working for GE, Mohammed attended more than 25 business conferences and was disappointed by many of them. Too often, they were held at look-alike hotels that served bland food typically served by poorly trained waiters who displayed little enthusiasm. You took notes throughout the meeting and will address these concerns during the second sales call.
PRODUCT
The Park Shores Resort is a full-service hotel and convention centre. After completion of a recent $4.8 million renovation, the Park Shores Resort received the Excellence in Renovation Design Award from the Ontario Architectural Association.
INSTRUCTIONS
The first sales call was basically an informative presentation. Near the end of the visit, Mohammed Ansari did disclose his plans for a large recognition banquet to be held on October 25, the company’s second anniversary. No other information was provided, but Mohammed agreed to a second meeting to be held the following week.
Based on the information collected during the first call, you are now planning a persuasive presentation.
At the office of Mohammed Ansari—to be role-played by another student—you will need to re-establish the relationship. Begin the presentation with questions.
A major objective of the presentation to move the sale forward by convincing Mohammed Ansari that the Park Shores Resort offers an outstanding combination of value-added guest services and amenities and is prepared to meet his needs.

Answer 1

To prepare for a second sales call with Mohammed Ansari, review his background and past negative experiences with hotel services, then present the Park Shores Resort's unique offerings that cater to his expectations, using a personal and persuasive approach.

Step-by-step explanation:

In preparing for the second sales call with Mohammed Ansari to discuss the potential for hosting his recognition banquet at Park Shores Resort and Convention Centre, you should begin by re-establishing rapport. Start by recollecting mutual interests or previous conversations, and make sure to reference your understanding of his negative past experiences with conventional hotel services. Tailoring your presentation to address his concerns, you will highlight the Park Shores Resort's award-winning renovation and commitment to excellence. Discuss unique, non-bland food options and the resort's highly trained, enthusiastic service staff. Your goal is to align the resort's amenities with Mohammed's expectations.

Use your industry knowledge and the insights gained from the initial meeting to craft a persuasive narrative that showcases how Park Shores Resort can create a memorable event for Dynamic Security Inc. Focus particularly on personalization and exceptional service, distinguishing your offering from the lackluster experiences Mohammed previously encountered. Remember to ask more questions to uncover further details about his specific needs and expectations, which will allow you to refine your value proposition effectively.