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Types of Entertaining in Sales Dinners Golf Outings Happy Hour Lunch Conferences Network Events “Boondoggles”
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Professional Sales and Entertainment
Professor Michael Rodriguez
Agenda
• Discuss Types of Entertaining in Sales• Why We Should Be So Concerned• Importance of Entertaining in Sales• Consequences• Examples
Types of Entertaining in Sales
• Dinners• Golf Outings• Happy Hour• Lunch• Conferences• Network Events• “Boondoggles”
Why Should We Be Concerned?
• Most of the time, its free and almost unlimited
• Go from beer, mild drinks to harder liquor– Martini’s– Shots– Scotch, Vodka, Gin, etc.
Why Is Entertaining So Important?
• Part of the job• Networking, schmoozing• Sales has the biggest expense accounts• Revenue generators; freedom to spend
more• Salespeople seen as “athletes” of the firm• Part of managing your career
What are the consequences?
• Driving Under the Influence (DUI)• Jeopardize Career
– reputation, – promotion – risk of being fired.
• Going over on expenses. – Abuse of budget. – Get taken advantage of by clients
• Make poor decisions
Publicized Event• Robert McCormick, CEO of Savvis • “Business Meeting” at gentleman’s club in
NY• Charged $241,000 on AMEX• Refused to pay the bill, claiming fraud. • What do you think happened?
– AMEX sued McCormick and Savvis– McCormick was forced to resign– Created a PR nightmare for Savvis
Client Abuse• John took client out to dinner and stepped
away from the table. While gone, client ordered $1000 bottle of champagne.
• What should John do?
• What do you think happened?
Executive makes fool of himself!
• Chris, a senior salesman, is invited to big, industry conference and has about 10 – 15 cocktails in about 3 hour period.
• Chris becomes abrasive, rude, and obnoxious to the wait staff and gets escorted out of the conference.
• Outraged, Chris goes outside and jumps on top of a cab yelling at security – in front of clients, vendors, peers, competition..
• What do you think happened to Chris?
Poor Decision Making• Bob was an accountant for a big firm and was sent out
on assignment for several months during tax season.
• Bob had a problem drinking and driving and already had his license suspended twice.
• Bob goes on assignment in Arizona, takes out client,
has a couple and gets behind a wheel.
• Bob gets pulled over.
• What happened to Bob?
Jeopardize Career• Patty was a straight A student. Graduated top of her
class in finance. She had several job offers from top investment firms after graduation and accepted one at $50k.
• During her college career, Patty was caught with fake ID and was arrested for underage drinking and brought up on felony charges
• Patty failed to report this to her new employer
• What do you think happened to Patty?
What to do?• Set limits
– Time – Budget
• Set expectations with client, tactfully– “I know this great little restaurant downtown”
• Communicate with Management• Talk to waiter, server, or bartender before
hand– You are the one paying the bill!
• Know the Difference between Entertaining and Socializing
Who is your best source for guidance?
• Management?
• Human Resources?
• Your client?
• YOUR JUDGEMENT IS YOUR BEST RESOURCE!!
Best Recommendation I Can Give
Use Entertainment to Strengthen the Relationship;
Not Establish One.