You are a Sales Manager at “AAA International Hotel”. The hotel is recognized as one of
the 2019 Top Hotels in Canada. Also known as historical luxury hotel in downtown Toronto.
Recently, a multi-million dollar guestroom and function room revitalization project has
been completed. You are promoting hotel products/services/facilities to PepsiCo
Company (or a company of your choice) a potential client (a corporate client) who is
currently using another hotel located 5km from your hotel. PepsiCo has up to 1,000 room
nights per year in the downtown Toronto market and currently you are only receiving 80
room nights per year. The travelers that stay at your hotel and in the market are mainly
business travelers. You have secured an appointment with PepsiCo and are preparing
for a presentation which you will do at the PepsiCo head office located in Mississauga. In
order to increase your market share of their business, you will be presenting to the
following employees:
a. Executive Assistant to the Vice President of Sales – detailed, outgoing
personality, efficient
b. Vice President of Sales – big picture person, likes to speak, wants to see value
and benefits
c. Director of Finance – detailed, wants to see the bottom line of costs, not very
communicative