BASIC

SALES & MARKETING

TRAINING

Fariaz Morshed Chowdhury

fariaz009@gmail.com
DRAW A PYRAMID AND WRITE YOUR NAME
DRAW A PYRAMID AND WRITE YOUR NAME

YOUR NAME
CONNECT ALL NINE STARS WITH FOUR
STRAIGHT LINES, WITHOUT TAKING YOUR
PEN/PENCIL OFF YOUR PAPER.
THINK OUT OF BOX
Solution..

3
1
2

4
Profit is Combination of Knowledge and Action

KNOWLEDGE & SKILLS

PROFIT /RESULTS

ACTIONS
WHAT IS SELLING?
Responsibilities for
Managing the Sales Operation
Revenue Generation
Business Development / Account
Management
Customer Satisfaction
Sales Team Development
Administration
What makes a Successful Sales
Person?

Total In-depth knowledge of hotel, region &

organization
Total In-depth knowledge of Guest
Requirements
Total In-depth knowledge competitors
Clear understanding of Customer Needs and
Wants
CHARACTERISTICS OF
SUCCESSFUL SALES PERSON
Enthusiastic
Withstand Repeated Rejection
NOT Pushy
Listening Skills
Basic Selling Skills
Short & Long Term Goals
Consultants
Long Term Relationship
They view their client as Friends/Co-workers
Balance in their lives
Source of Information
Existing Customers
Professional and Trade Directories
Mailing List
Internal Files
Global Sales Offices
Trade Shows
Tourist Offices
Airlines & Travel Agents
Internet
Etc.
Sales Platform
Key Account:
A client that is part of one of those 20% of clients that
contributes 80% of business for your hotel.
Key Prospect:
A client that has the potentiality to become a Key Account.
Other Buying Account:
A buying client that is neither a Key Account nor a Key
Prospect for which a Potential Analysis has been conducted.
Prospect:
A client that we believe has business but for which the
Potential Analysis has not yet been conducted
Telemarketing:
A client with identified potential but insufficient to warrant
direct sales activities.
DEFINITION OF THE SALES
PLATFORM
Every effort and activity that contribute to
Future Results.

THE BASICTS OF THE PLATFORM

NOT EVERY CONTACT WITH CLIENT RESULTS IN AN
ORDER.
IF A SALES CONTAT DOES NOT RESULT IN AN
ORDER, THEN THERE IS A TIME LAG BETWEEN
ACTIVITIES AND RESULTS.
Qualifying Prospects
Guest Rooms
Meeting Facilities
Restaurant & Bars
Location
Entertainment
Transportation
Handling of VIPs
SUCCESSFUL SALES CALL
Mental Preparation
Be Interested
Eye Contact
Take Notes
Note Non-verbal signals
Use QUESTIONS
Check Understanding
Suspend Judgement
Evaluate the Conversation
Summarize Understanding
VALID SALES CALL OBJECTIVES
TO CONFIRM BUSINESS
TO STRENGHEN RELATIONSHIP
TO GATHER NEW DATA
CHECK THE AGREED PRODUCTIVITY
SALES CALL STRUCTURE
REASON

QUESTIONS

NOTES
RELATIONSHIP BUILDING

80%
Information Gathering
And TRENDS

15%
Presenting

TRADITIONAL SALES
5%
OUR SALES
Closing
TECHNIQUES
T.R.E.N.D.S.
TRADITIONS HABIT

RELATIONSHIP RELATIONSHIP

EXPECTATIONS PEOPLE RELATED

NEEDS TASK RELATED

DESIRES WANTS

SOLUTIONS TO CHALLENGE
CLIENT MANAGEMENT VS
TRADITIONAL SALES

FUNNEL TECHNIQUES
THE FUNNEL TECHNIQUE
Background & Structure
Needs & Wants
Decision Maker
Budget
Present / Future
DMP Decision Making Process
CONTROLLING A MEETING
Motivate why you ask questions

Start using OPEN NUTRAL QUESTIONS

Follow up with Leading or Closed

Questions

Summarize the clients requirements

Use the Insurance Questions

EFFECTIVE PRESENTATION
AIDA
A = Attention
I = Interest
D = Desires
A = Actions
EFFECTIVE PRESENTATION
AIDA
Create Interest
Be totally understandable
Be believed
Be verified by yourself
FIVE STEPS OF PURCHASE
BEHAVIOR
NEED RECOGNITION

INFORMATION GATHERING

EVALUATE OF ALTERNATIVES

PURCHASE DECISION

POST PURCHASE BEHAVIOUR

HANDLING OBJECTIVES
Pause and think before acting or speaking
Invite the client to elaborate
Feedback what you understand to be
underlying cause of the objection
Politely seek permission to provide more or
different information, of a type that is
appropriate to the situation
Provide the information
NEXT ACTION COMMITMENT
Commitment to visit the hotel

Commitment to become a corporate client

Commitment to meet with the Catering

Manager to work out details of banquet
requirements

Commitment to introduce you to Mr. Smith,

the companys travel plan decision maker.
STEP BY STEP APPROACH TO SELLING
Introduction and objectives of Sales Calls
Questioning Techniques
Listening Techniques
Summery of Customer Needs and Requirements
Presentation of SOLUTIONS to Needs and
Requirements
Closing Questions
Handling Objections and Price
Presenting Counter-Arguments
Lock the Customer
CLOSE
DO NOT USE USE
PACKAGE PROMOTION/PROGRAM

DISCOUNT 10% OFF/SAVINGS/REDUCTIONS

PAX GUESTS/CUSTOMER/CLIENTS

FREE WITH THE COMPLIMENTS OR, COMPLIMENTARY

FREE FLOW OF DRINKS UNLIMITED

CHEAP BAR/COMPETATIVE

FOC FREE OF COST

HOTEL MARKETING PARTNERS
Hotels in Dhaka

CHALLANGES
DID YOU KNOW?

17 INTERNATIONAL

5 STAR HOTELS
ARE OPENING SOON IN DHAKA?
UPCOMING HOTELS IN DHAKA
Sl. Hotel Name Owning Location Opening Date Number of Chain Name
No. Company/Owner Rooms

01 Holiday Inn Mariam Group Kawran Bazar Mid 2016 200 Intercontinental Hotels
Group

02 Four Points by Sheraton Doreen Group Gulshan 2 2016 134 Starwood Hotels &
(Doreen Tower Extension) Resorts Limited

03 Marriot Dhaka Premier Group Gulshan 2016 211 Marriot

Avenue

04 Hotel Intercontinental Bangladesh Services Shahbagh 2017 225 Intercontinental

Dhaka Limited (BSL) Hotels Group

05 Hilton Dhaka Premier Group Gulshan 2 2017 250 Hilton

06 JW Marriot Dhaka Jamuna Group Bashundhara 2018 550 JW Marriot

07 Dhaka Sheraton Hotel Clewiston Group Purbachal 2018 300 Starwood Hotels &
Resorts Limited

08 Hyatt Regency Dhaka Union Group Bashundhara 2018 250 Hyatt Regency

09 Swissotel Bengal Group Gulshan & 2018 375 Swissotel

Hatirjheel
Link
10 Novotel Apex Group Gulshan 1 2018 185 Novotel

11 Sheraton Hotel Borak Group Banani 2018 259 Starwood Hotels &
Unique Hotels Ltd. Resorts Limited
Four Points by Sheraton
Four Points by Sheraton, Second Phase

Affiliation: Doreen Group

Location: Doreen Tower, Gulshan-2 Circle

Size: 119 rooms

Features: Cafe, banquet and conference hall, all-day dining

restaurant, rooftop restaurant, sky bar, rooftop swimming
pool

Status: Interior work nearing completion, opening late

2015/early 2016
Four Points by Sheraton
Intercontinental Dhaka
Brand: Intercontinental

Affiliation: Charuta Private Ltd (GOVT. Hotel)

Location: 1 Mintoo Road, Shahbag, Dhaka -1000

Size: 226 rooms

Features: All day dining restaurant, two specialty

restaurants, deli, bar, business center, ballroom,
convention center, spa and pool

Status: Under renovation, targeted opening in mid-2016

HOLIDAY INN
Brand: Holiday Inn

Affiliation: Esquire Group

Location: Tejgaon I/A, Adjacent to Hatirjheel Lake

Size: 200 Rooms

Features: Unknown

Status: Exterior work complete, interior finishing

underway
HOLIDAY INN
Hilton
Brand: Hilton

Affiliation: Premier Group

Location: Gulshan-2, adjacent to DCC Market

Size: 250 rooms

Status: Under construction

Hilton
COURTYARD MARRIOTT
Brand: Courtyard Marriott

Affiliation: Premier Group

Location: Gulshan Avenue, Gulshan-2

Size: 250 rooms

Status: Interior work underway, slated to

open late early 2016
COURTYARD MARRIOTT
SHERATON DHAKA
Brand: Sheraton Dhaka

Affiliation: Clewiston Group

Location: Purbachal Link Rd

Size: 300 rooms

Features: Executive lounge, swimming pool, fitness

center, two restaurants, function space

Status: Under construction, slated to open mid-2017

HYATT REGENCY
Brand: Hyatt Regency

Affiliation: Union Group

Location: Bashundhara, adjacent to

Purbachal Link Rd

Size: 300 rooms

Status: Under construction, slated to open

mid-2017
Hotel Sheraton, Banani
Brand: Hotel Sheraton (Banani)

Affiliation: Borak Group

Location: Kemal Ataturk Ave, Banani

Size: 259 rooms

Features: Retail shops, fitness center, pool, 2

restaurants, rooftop cafe, lobby cafe, function space

Status: Under construction, slated to open mid-2017

Dhaka Sheraton- Banani
Holiday Inn
Brand: Holiday Inn

Affiliation: United/Summit JV

Location: Adjacent to HSIA (Dhaka Airport)

Size Rooms: 200 rooms

Status: Under construction, slated to open

late 2017
Holiday Inn
JW Marriott
Brand: JW Marriott

Affiliation: Jamuna Group

Location: In front of Jamuna Future Park, Pragati Sarani

Size: 505 rooms

Features: 1 all day dining restaurant, 3 specialty
restaurants, 1 bar with 500 capacity, spa, 4 meeting
space, ballroom with 15000 sft.

Status: Under construction, slated to open late 2017

SWISSOTEL
Brand: Swissotel

Affiliation: Bengal Group

Location: Adjacent to Hatirjheel Link

Size: 375 Rooms

Features: Six restaurants and bars, ballroom, spa,
swimming pool,

Status: Agreement signed, slated to open in 2018

NOVOTEL
Brand: Novotel

Affiliation: Apex Group

Location: Gulshan Avenue in Gulshan-1

Size: 185 rooms

Features: Conference facilities, two restaurants,

bar, gym and swimming pool

Status: Agreement signed. Opening 2018

NOVOTEL
Total Available rooms in
Dhaka within 2018
Total Available Rooms in 2015 1476
Total Available Rooms in 2018 4050
4000
3000
2000
1000
0
Total Available Rooms in Dhaka
within 2018
TOTAL AVAILABLE ROOMS IN DHAKA WITHIN 2018

Total Available Rooms in 2015 1476

Total Available Rooms in 2018 4050