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Okay, joycelynpepi, I have the questions for the case study about Mr. and Mrs. Kila. Here are the answers: 1. Scenario: The specific sales technique Maria used was upselling. This technique involves persuading a customer to purchase a more expensive, upgraded, or premium version of a product or service than they originally intended, by highlighting its superior features or benefits. 2. Scenario: Maria's timing was perfect because guests are often in a relaxed and receptive mood during check-in, anticipating their stay. Promoting the Vahgi Day Spa package at this point allows them to integrate it into their plans from the start, especially since she knew it was their anniversary stay, making a spa treatment a relevant and appealing suggestion for a special occasion. 3. Scenario: To calculate the total extra revenue, I need the price difference between the standard deluxe room and the Executive Suite per night. Since these specific room rates are not provided in the case study, I cannot complete this calculation. Please provide the daily rates for both room types. 4. Scenario: Two pieces of information that allowed Maria to customize her service promotions were: • The fact that it was Mr. and Mrs. Kila's anniversary stay, indicating they were celebrating a special occasion and likely open to premium experiences. • Their initial booking of a standard deluxe room, which suggested they valued comfort but might be persuaded to upgrade for a more luxurious experience given the special occasion. 5. Scenario: John used suggestive selling or cross-selling at the restaurant by recommending a wine pairing with the pork belly. This technique involves suggesting complementary items to enhance the customer's primary choice. It differs from Maria's approach at the front desk because Maria primarily used upselling (upgrading the room) and cross-selling (adding a separate service like the spa package), which involved changing or adding a core product/service. John's technique focused on enhancing an already chosen meal with a complementary beverage. 6. Scenario: Maria likely created a sense of urgency by mentioning limited availability for the spa package, perhaps stating that popular time slots for couples or anniversary specials fill up quickly. She might have also offered a special discount or exclusive offer only valid if booked immediately during check-in, implying that the opportunity would be lost if they waited until the next day. That's 4 down. 1 left today — send the next one.