Q1. Case:Paramount Hotel promises a remarkable stay with its central location in the metropolitan cityof Bengaluru. Flaunting a convenient location, the hotel is easily accessible to many touristplaces. The hotel boasts of well-designed and fully furnished rooms which provide acomfortable stay to the guest. Ample car parking space, spacious banquet hall and total airconditioning are some of modern amenities that are provided at the hotel.The lodging facilities have two categories, viz. Executives Deluxe and Executive Suite. Thetariffs for executive deluxe are single bed 74,500 and double bed 75250. Executive suite'stariff is 6,000. Marketing of the hotel's services is handled by a marketing manager. Theselling function is taken care by a sales manager and four sales executives.The sales manager with the help of inside company salespersons carry out prospecting andqualifying of potential customers. For this, they use the internet, talk to the existingcustomers (i.e., the guests); advertise online and in business magazines as well as hirehoardings at key locations. Prospective customers with good business potential are thenhanded over to the sales executives. Bengaluru metropolitan is divided into four territories-north, east, west, and south. The four sales territories were assigned to the four salesexecutives based on relative abilities of the sales executives.On receiving the information about the prospects, the sales executives approach them andmake sales presentations. They use AIDA (Attention, Interest, Desire and Action) formula forpresentation. This formula was discussed in their training program. Thereafter, they handlethe objections from the prospective customers and try to close the sales using closingtechniques. However, the business received by the sales executives has been 50 to 60percent of their sales targets. This has resulted in a strained relationship between the salesexecutives and the sales manager.1. Why the sales executives are unable to achieve the sales target?2. If you were the marketing manager what would you do and why?

Sales include operations and activities that are involved in promoting and selling goods or…

Answered: 1. Why the sales executives are unable…

1. Why the sales executives are unable to achieve the sales target? 2. If you were the marketing manager what would you do and why?

Practical Management Science

6th Edition

ISBN:9781337406659

Author:WINSTON, Wayne L.

Publisher:WINSTON, Wayne L.

Chapter2: Introduction To Spreadsheet Modeling

Section: Chapter Questions

Problem 20P: Julie James is opening a lemonade stand. She believes the fixed cost per week of running the stand...

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Concept explainers

Product and Service Classification

Classification of goods and services categorized between industry and customer goods is known as Product and Service classification. It is based on brands, quality, and quantity which companies deliver to the concerned client. Industrial goods are produced for industrial work, whereas consumer goods are produced for personal consumption by the customers. Marketing and sales need technological methods, a healthy environment, proper market strategies, marketing environment in terms of productivity and profit.

Question

Q1. Case:
Paramount Hotel promises a remarkable stay with its central location in the metropolitan city
of Bengaluru. Flaunting a convenient location, the hotel is easily accessible to many tourist
places. The hotel boasts of well-designed and fully furnished rooms which provide a
comfortable stay to the guest. Ample car parking space, spacious banquet hall and total air
conditioning are some of modern amenities that are provided at the hotel.
The lodging facilities have two categories, viz. Executives Deluxe and Executive Suite. The
tariffs for executive deluxe are single bed 74,500 and double bed 75250. Executive suite's
tariff is 6,000. Marketing of the hotel's services is handled by a marketing manager. The
selling function is taken care by a sales manager and four sales executives.
The sales manager with the help of inside company salespersons carry out prospecting and
qualifying of potential customers. For this, they use the internet, talk to the existing
customers (i.e., the guests); advertise online and in business magazines as well as hire
hoardings at key locations. Prospective customers with good business potential are then
handed over to the sales executives. Bengaluru metropolitan is divided into four territories-
north, east, west, and south. The four sales territories were assigned to the four sales
executives based on relative abilities of the sales executives.
On receiving the information about the prospects, the sales executives approach them and
make sales presentations. They use AIDA (Attention, Interest, Desire and Action) formula for
presentation. This formula was discussed in their training program. Thereafter, they handle
the objections from the prospective customers and try to close the sales using closing
techniques. However, the business received by the sales executives has been 50 to 60
percent of their sales targets. This has resulted in a strained relationship between the sales
executives and the sales manager.
1. Why the sales executives are unable to achieve the sales target?
2. If you were the marketing manager what would you do and why?

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