Source Cites & Disclaimers: All photographs, with the exception of the "chef's" photograph, and links to Hyatt URLs are property of Hyatt. Other information attributed to Hyatt in this "role-play" is not a real situation but a representation by the author. These modifications are indicated by the author's copyright at the base of each affected web page. Additionally, this role-play has been adapted from the original found in Reece, G. & Manning, B. (1998). Selling Today (7th Ed.). NJ: Prentice Hall.

SCROLL THIS PAGE: This page contains alot of information. It is complete regarding every "hotlink" needed for your Role-Plays. Make sure that you "scroll" all the way to the bottom of the page; don't miss anything.

 

1.0 HYATT INFORMATION

2.0 SEQUENCE , FORMS & SCRIPTS

PREVIEW OF ROLE-PLAYS "Flow" Chart of the Role-Play Process See Decriptions & Purpose PRODUCT INFORMATION Note: If you don't have Acrobat Reader or other PDF Reader, you can download at the first "link"below.You will need the reader for some but not for all links Overview of Property Rooms and Amenities Recent Renovation 2.12 Location Area Guide Transportation & Parking   2.13 Meeting Facilities Meeting Events 2.14 Sleeping Rooms Rooms and Amenities   2.15 Food & Beverage Banquet Menus Award Winning Chef   2.16 Recreation Leisure and Activities   2.2 PRICING INFORMATION 2.21 Meeting Facilities   2.22 Sleeping Rooms (Use rates in "Competitive Survey" below and calculate one night for 40 single rooms - 1st Wednesday of next month)   2.23 Audio/Visual (A/V) Rentals (Basics are included in Mtg Rm Charge)   2.24 Taxes & Gratuities   2.25 Competitive Survey

ROLE-PLAY I b   Strategic Sales Planning Form Sales Proposal Form Sales Letter Stationary   ROLE-PLAY II "Evaluator's Form" Five Step "Sales Cycle" Role-Play "Model Scripts"   ROLE-PLAY III "Evaluator's Form" "Basic Questioning Skills" "Advanced Questioning Skills" Role-Play "Model Scripts"   ROLE-PLAY IVa "Evaluator's Form" Strategic Sales Planning Form Presentation "Structure" & "Format" Role-Play "Model Scripts"   ROLE-PLAY IVb "Evaluator's Form" Strategic Sales Planning Form Negotiating Buyer Resistance "During Presentation" Techniques -7 Techniques Negotiating Buyer Resistance "During Presentation" Techniques -Feel/Felt/Found Guide to Answering Resistance Negotiating Buyer Resistance "During Presentation" Techniques - 3 Examples (Used in the "Model Script" IVb) Role-Play "Model Scripts"   ROLE-PLAY IVc "Evaluator's Form" Strategic Sales Planning Form Techniques/Methods to "Close" the Sale Sales Thank-you letter.   Role-Play "Model Scripts"

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Copyright © 2000 Richard G. McNeill
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