MRK335 – Sales and Relationship Management

MRK335 – SALES & RELATIONSHIP MANAGEMENT – WRITTEN ASSIGNMENT #1
In the second half of this course you will prepare and present a B2B Sales Presentation. The first step is to
choose a product for your presentation.
IDENTIFYING A PRODUCT TO USE
As you think about what product or service to choose, here are some requirements to keep in mind:
1. Choose a product that you have a personal interest in!
2. The product must be directly relevant to the Tourism / Hospitality Industry: Something that could be
used by a Tourism / Hospitality company or service provider in Canada in its business operation
 A specific travel agency, tour operator, airline, hotel or restaurant chain, cruise line, resort
operator, tourism bureau, etc. operating in Canada
3. The product is currently marketed and available for purchase in Canada by a known producer /
distributor / retailer.
4. Lots of information about it is available locally and/or online.
I will expect you to have a thorough knowledge of the item you are selling.
PRODUCT APPROVAL
 Your product selection is subject to approval by the professor.
 Once you have identified the product you want to use, check the Wiki on Blackboard to make sure
there is not a product too similar to it.
 Update the Wiki to secure it. I will update the Wiki to approve your choice or provide feedback if I have
concerns.
HOW TO SUBMIT YOUR WORK
 Complete the required information in the form below, save it as a .PDF and submit it in the designated
area of My.Seneca.
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SALES PLAN
Sales Associate: Name_Surname, Sales Representative
Full name of your product: Coconut fibre and oils based cleansing towels
Model number (if applicable): none
Brief description of the
product:
It is a moist towel that would be used for allowing the consumers to clean
themselves, in an eco-frieldly manner
Full name, address & web
site URL of the company:
(Also include URL for the
product, if available.)
Acure Organics
Better Planet Brands, 1535 SE 17th Street, Suite 107, Fort Lauderdale, FL 33316
https://acure.com/
Product Overview
Features Benefits
1. bio-degradable polutant free
2. no carbon footprint no carbon release in atmosphere
3. made from organic materials less use of synthetic material
4. essential oils good for skin (Bruning et al., 2017)
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SALES PLAN: PROSPECTING
PART 1
 Specific industry or type of company and region
you are planning to sell your product
 Explanation: Why this product is a good match
for this industry & region
 hospitality industry and F&B organizations
 The consumers would be easier to grab and hence
market analysis would be prominent
 Segmented market would be featured
 People related to the mentioned industry prefer
hygine over anything, thus investing into the very
matter would gain immense plus points
PART 2
 Here is a list of four (4) Prospecting activities I
will you use to identify prospective companies to
contact (or individuals to contact at those
companies) Optional: You can provide an explanation in
each case to make sure it is clear (to me) how
these activities are part of your Prospecting to
sell your product.
1) External market analysis
Explanation: using the Pestle analysis would do
wonders.
2) Segmentation of target market
Explanation: use of various market understaing
tools and techniques
3) Upselling the product as free samples in
resturants, airlines, hotes and spas
Explanation: this would potentially allow people
to understand the key needs and potentiality of
the product
4) digital advertisment, highliting the key
benefits of the product (Wilson, Hargreaves &
Hauxwell-Baldwin, 2017)
Explanation: allow the target consumer to
understand the probability of the product
PART 3
 Your Prospecting activities have generated leads
at the following FIVE (5) suitable companies to
contact for a Sales Presentation. List them here:
1) Willow Stream Spa at the Fairmont Banff Springs
2) Scandinave Spa Blue Mountain
3) Five Sails Resturant
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4) La Belle Province
5) Captain Submarine
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SALES PLAN: PRE-APPROACH
Congratulations – Your Prospecting activities have been successful, and you have been invited to give a Sales
Presentation at one of the companies you contacted!
Choose one of the companies listed in Prospecting – Part 3 above, and add the details here.
Conduct research on LinkedIn to find someone at that company with the authority to sign a contract to buy
your product. (Choose someone with a title such as General Manager, Vice President, etc.)
PART 1
 Give the full name, address and website of the
company you will be presenting to.
 La Belle Province
 3983 Taschereau Blvd, Saint-Hubert, Quebec J4T
2G5, Canada
 http://restaurantlabelleprovince.com/fr/menu/
 Give the name and title of the person you will be
presenting to.
 Provide his/her LinkedIn contact URL
 Alex Woods
 Manager
 https://ca.linkedin.com/in/alex-woods-7004a9175
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