Selling Today: Partnering to Create Value, 14/e

Role-Play Exercise

Study the product-selling strategy memo and proof devices found in Appendix 3 on pages 419. In this role-play, you will be selling to a human resource manager who is interested in controlling costs for a regional meeting of company employees. All 75 of the attendees will be staying at the hotel—50 of them will be driving to the hotel, whereas the other 25 will be flying. Prepare a comparative cost–benefit graph to show the total amount this meeting planner can expect to save by selecting your hotel. Use the proof devices you have prepared to demonstrate the cost savings to the meeting planner. Plan also to use the map on page ...