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The shopping calls conducted for us by Hannah Marketing
are a particularly valuable form of feedback for all
levels of sales people, be they senior or junior.
The tapes provide unbiased feedback, enabling the
sales manager to listen to his or her presentation
of information, probing and handling of planners’
questions. The shopping calls are a very powerful
tool in assessing the needs and skills training of
the sales team.
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A simple, low-cost way to ensure the
effectiveness of a property’s Group
Sales Team is to conduct periodic "shopping"
calls. The shopping calls conducted by Hannah Marketing
not only reflect our experience in directing
sales teams, but also are consistent with
the Group Sales Training we conduct.
The evaluation criteria used are customized
to meet the property’s specific needs.
Typically, they include such skill areas
as product knowledge, qualifying the caller,
overcoming objections, positioning the property, etc.
Depending on the property’s needs, Hannah
Marketing will summarize the calls overall
in a separate report, or simply provide the
completed evaluations for each call.
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