3 Job Related Case Studies - Selling Cruises to Customers

JOB RELATED CASE STUDIES (Cruises

THE CHALLENGED ' CRUISER

It is important to make a good impression on a client , especially in this case wherein what the /my agency is selling ' is a service promotes comfort and convenience in having a cruise vacation . As such showing Greg Pritz at the onset that I as an agent takes into consideration his condition and is committed in giving him the best of what he is looking for in a cruise would be making a big difference on whether or not he would actually hire me

to plan their trip . I am assuming that since the previous client who referred him to me is a colleague of his , the agency and the client 's residency is located within Houston or the nearby vicinity

Initially I would ask permission on whether it is alright with them for me to visit them at home and allow me to present ' the line and packages of cruises that would suit their wants and needs . This way they wouldn 't have to leave the comforts of their house at the same time , it already sends the message of the whole meeting being about them---making sure that as clients they don 't have to bother much about the trip , and as early as now , I am going to make sure that they are relaxed . Another advantage of choosing to conduct the meeting in their home is that they would not have to fit me into the busy schedule of one of their working days we could hold it on a weekend . Greg being a disabled would not have to be hassled into travelling to the agency , I would have their full attention without the hectic demands of their office environment . Seeing them at their house would also give me a glimpse of who my clients are , create a positive agent-client relation The only disadvantage would perhaps be the distance and transportation expenses but aside from that I see no reason not to go with the house-call decision

As the meeting proceeds , it is imperative that I close the deal for sure , meaning , I would have to present a sales spiel to guarantee that Mr . Pritz and his wife would have no hesitations in taking a cruise . In consideration of his physical disability , I would tell him that a cruise vacation is most conducive to disabled guests because most cruise lines are big enough to host tons of activities and facilities but at the same time relatively small as to provide easy access and maneuvering within its confines . He and his wife would not have to worry about transferring transportation , packing and unpacking , and being able to get into their cabins when they find the need to relax . This is contrary to land vacations , since chances are moving about is necessary in to get the most out of the trip , and a hotel often offers a limited amount of activities to keep them preoccupied when they don 't want to...