The Sales and Service Process

1
Chapter 9

• The Sales and Service Process

2
Sales and Service Cycle
Contact
Follow Up
Sales Presentation
Cook Date
Assessment
Closing
Menu
Service Agreement
Pricing
3
Initial Contact

• First impressions
• Be professional
• Be prepared
• Provide information

4
Assessment Meeting

• Builds the relationships
• Defines the scope of services
• Customized program
• Establishes the sales opportunity

5
Sales Presentation

• Practice Practice Practice
• Flexible
• Different clients have different needs
• Different clients respond differently to sales
  presentation
• Make suggestions and listen
• Establish a cook date
• Service agreement
• Close the deal

6
Pricing your services

• Flat fee
• Inclusive fee based on number of servings of
  entrée and side dishes
• Traditional service
• 5 different entrees 5 different sides, serving
  for 4
• Fee for service
• Service fee the cost of food
• Cost per entrée
• Similar to a al cart menu

7
Additional Charges

• Additional sides
• Salads, breads, desserts
• Research / Consultations
• For very specific diets
• Food storage containers
• Depends on style and type of containers

8
Menu Selection

• What do you prepare well
• Make suggestions
• What does your client desire
• Customize menu
• Define the clients
• Suit the clients taste
• Feedback
• Timely
• What did they like, what did they not like ?

9
Closing The Deal

• Service agreement
• Your responsibility
• Menu
• Packaging
• Clients responsibility
• Payment
• Cancellation

10
Follow UP

• Feed back
• Honest
• Timely
• Ask
• If everything was fine you got problems
• Everything needs to be great!
• Creates a lasting customer relationship