Sales Presentation Assignment

Cakes R Us
HTAP 154 Section 001 Hospitality Sales and Marketing
Sales Presentation Assignment Part 1-The Report
Group Members
First Name Last Name SID Number
First Name Last Name SID Number
First Name Last Name SID Number
First Name Last Name SID Number
2. The Business/Product
a) Cakes R Us
b) Wedding Cake Specialty Catering
c) 123 Fake Street, Toronto, ON M4A 2T6
3. Sales Call Pre-Approach
a) We intend to showcase our talents with wedding cake production, and prove our product and
services to be superior to the competition.
b) The customer would be a fun loving couple who created their union over major league sports
looking for a wedding cake to suit their needs. Their current wedding cake provider would have
proven unsatisfactory, creating a cake that is not matching to the customer’s needs and what
makes their union so special to them. They are a casual couple with the groom working in an
office and the bride a cheerleader, with them meeting at a Raptors’ game. Their love for the
Raptors’ represents the love of their union.
The bride is a sensitive type who is in tune with her emotions, and knows what she doesn’t want.
(Feeler) The groom is a thinker who knows what details on the cake he does and doesn’t want
and tends not to get upset over the little things. (Thinker)
Their original wedding cake provider’s design incorporates the team colours but doesn’t reflect
the couple’s vision of their cake on this special day. They have decided after seeing the designs
for the cake that this simply will not work for them.
Needs Analysis/Qualifying Questions:
Who will be making the final decisions on the design and form of payment for the cake?
After the deposit, would you like to pay for the cake now or by the delivery date/wedding date?
Because this is more of a last minute order cake, are you prepared to spend more than on the
previous design?
What aspects of the former cake did not suit your needs?
What colours would best represent your union? Which would you not prefer to see?
What flavours or special tastes were you interested in?
What part of the Raptor’s game did you realize you were attracted to each other?
Is there a part of the game you would like see reflected on the cake?
Do you have any photos of ideas you would like to see on the cake?
How many guests will be attending your wedding?
Would you like a tiered cake or cupcakes or a slab cake?
Some couples like a small cake for themselves to save for their anniversary, is this something
you would be interested in?
c) By entrusting your wedding cake with us, we guarantee our customers to be 100% pleased
with the cake we provide. We explore every avenue and aspect of your wedding to gauge exactly
what the bride and groom want and would make them happy. We understand this is your special
day and will go out of our way to meet your needs.

Features Advantages Benefits
Product Superior custom
Customization of
appearance and
An enjoyable wedding
experience for all
Marketing Plan Rush orders
available for extra
New orders can be
filled quickly (at a
week’s notice)
Last minute changes are
Deposit is
required, however
payment by
delivery date is
Ability to rework
budgeting if required
Decreases stress for wedding
planners and couples alike

d) Prospecting: Acquaintance of the groom called Cakes R Us for a referral after hearing about
issues with former cake provider.
Pre-Approach: Sales Rep comes to visit the couple along with the Pastry Chef to direct
questions, ideas or issues can be immediately
Approach: Polite introductions, quick delivery of background on the company
Presentation: Problem or Issues addressed, Needs Analysis questions posed
Trial Close: Pastry Chef suggests a design and couple gives their opinion
Objections: Couple/customers addresses issue of cost based on urgency of the order, objections
based on suggested design
Meet Objections: Salesperson and couple agree on cost. Pastry Chef reiterates suggested design
Trial Close: Couple talks amongst each other, salesperson asks about potential satisfaction
Close: Salesperson draws up numbers and provides deposit amount and forms to proceed with
the transaction
Follow-up: Day of tasting, final designs are drawn up and shown, couple decide on flavours.
They express their satisfaction
Groom – Paula
Bride – Alana
Salesperson – Sunhee
Pastry Chef – Yuko
Acquaintance – Manuela
*Manuela calls Cakes R Us*
S: Thank you for calling Cakes R Us, Sunhee speaking, how may I help you?
M: Hi there how are you?
S: Great, yourself?
M: Good! I’m calling in regarding your wedding cakes. My friends are having an issue at a
former wedding cake company and they are in a need of a company that they can rely on for next
week. I understand that it is last minute, but they are willing to negotiate the pricing.
S: Ok…I would have to speak with them face to face and decide on what is best for her and we
can go from there. Anything else I can help you with?
M: Great! No thank you. I will tell them to walk in the store tomorrow, does that sound good?
S: Yes, perfect.
M: Thank you! Have a nice day, bye now.
S: You too, bye!
*Manuela calls Alana and tells her about this company*
*The next day*
P: Hey there! How is it going?
S: Great! Yourself?
P: I’m well thank you. My friend called yesterday regarding the wedding cake incident. Is your
name Sunhee?
S: Yes it is. You’re having an issue with your wedding cake I see. What seems to be the
A: Actually, there are many problems with that company. First of all, they did not match the
jersey colours that we wanted on the cake. We FULLY asked for that!!
P: Alright babe, calm down. I’ll take it from here. Ok, Sunhee, so we ordered a cake from this
other company, and we asked for specific colours. Unfortunately, they did not match the same
colours we asked them to. So my fiancé did not like it and now we are stuck with no cake. I
understand –
A: What do you mean I did not like it!? YOU did not either! Stop blaming it all on me!!
P: Here is not the right place to argue, sweetie, lower your voice.
*Sunhee and Yuko, who just stepped out of the back, look at each other and chuckle*
*Paula turns back to Sunhee*
P: Like I was saying, I understand that this is very last minute but we really have no other choice.
S: I understand. Do you have a picture or a design I can look at to decide on the size, price, and
decor of the cake?
A: Of course I do! Here!
*Alana takes out a picture from her pocket and shoves it in Sunhee’s hand*
S: Um..ok. So you want the colours to match that jersey? Red and black correct?
A: YES! Can you or can you NOT do that?
S: Yuko what do you think?
Y: Hi I’m Yuko, the Pastry Chef, for sure I can. I don’t understand how the other company could
not accommodate that, but we can for sure.
S: Of course! You said you need it next week?
P: Yes, next week Friday.
S: Oooh, that is such a short notice. But that won’t be a big problem, with just a deposit, we can
make it just in time for your wedding without a problem! Are you also ready to pay a little more
because it is very last minute?
P: Yes, no problem. Can you just give us a moment to discuss this with each other?
S: Sure!
*Paula and Alana go to the side and speak about this*
P: Alright! I think we came to the conclusion of ordering this cake through you.
S: After the deposit, would you like to pay for the cake now or by the delivery date/wedding
P: We will pay for the rest by the delivery date.
S: What aspects of the former cake did not suit your needs from the previous company?
A: I told you the colours did not match the jersey we showed them! You can keep the picture I
showed you so that you don’t mess it up either.
*Paula glares at Alana*
S: I see. So you would like a red and black themed cake, alright. And how many people are
going to be at the wedding?
P: Approximately 300 people, so it would be better if it a tiered cake instead of a big slab cake,
don’t you think?
S: I mean we can do both but it’s whatever you guys prefer.
Y: Yea, also wedding cakes are usually tiered cakes so I suggest you go with that.
S: And what flavours were you thinking?
P: Well since it’s going to be a tiered cake, we would like a mix of vanilla and chocolate cake
with just plain vanilla custard inside.
S: And since this is a Raptors themed cake, is there a part of the game you would like see
reflected on the cake?
P: No, no. Just the colour theme and the logo as shown in the picture, that’s it.
S: One last question, some couples like a small cake for themselves to save for their anniversary,
is this something you would be interested in?
A: Actually, yes, I’d likeP: No, we are good.
A: But babe we discussed this already! Why are you changing it now?
P: We will talk later about that. I changed the plan.
S: Great! So you can come by tomorrow to pay for the deposit, and have a taste of your cake. By
that time, Yuko will have your cake all planned out, drawn, and ready to show you the final cake
design on paper. Sounds good?
P: Great! Everything sounds good. Thank you so much! See you guys tomorrow.
A: Thanks! Don’t mess this one up please!
*Paula gives her another glare as they’re leaving*
S: Thank you! We will not disappoint you guys! See you tomorrow.
Y: See you! Bye!
*Couple leave the place feeling happy and excited to come back the next day to finalize*

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