GHOM3053 Chapter 4

In sales, an account is referred to ....

• the best sources to uncover new businesses

• a customer, or a grouping/multiple customers from the same organisation which has ongoing needs for hospitality services

• searching for new customers and best customers

• colleagues from the local business community, neighbours and friends

Choose ONE (1) FALSE statement about site inspection

• prospective client is brought on premise and given tour of the facilities, lasts for an hour or more, depending on customers’ familiarity with premise

• commonly for complex purchases, (eg: huge international conferences)

• includes advertising, direct mails, brochures, and merchandising, menus, videos, postcards, and promotions in books

• is the best presentation can be conducted by sales representative

Please choose 1 FALSE statement about current account

• random calls/visits to office

• Sales manager needs to ask and search for new customers through current customers

• One of the best sources to uncover new business

• Current clients may know potential customers outside their organization

'Knocking on doors' or random calls or visits to office also known as

Leads and referral also known as ....

• Current account

• Word of mouth

• Call calling

• Convention and Visitor Bureau (CVBs)

Closing the sale means ....

• Non-personal presentation

• Secure the project/customer

• Sale is lost

• Personal presentation

Finding the best price where both buyers and sellers are satisfied is known as ....

• presentation

• negotiation

Dividing a large consumer of group into smaller groups or segment that have common characteristics. This statement refers to ...

• Effective segmentation

• Psychographic segment

• Positioning

• Market segmentation

• Potential mistakes: The company's positioning is unclear or leaving customers with a confused image of company. What is the name of this situation?

• Under positioning

• Over positioning

• Confused positioning

Divides buyers into different groups based on social class, lifestyle and personality.

• Behavioral segmentation

• Psychographic segmentation

• Demographic segmentation

• Geographic segmentation