MRK335 – Sales & 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: Type your name here, Sales Representative
Full name of your product: Trivago Business Studio
Model number (if applicable):
Brief description of the
product:
The site helps the hotels and other propoerties to be listed on the site for it to
reach more consumers.
Full name, address & web
site URL of the company:
(Also include URL for the
product, if available.)
Trivago
https://studio.trivago.com/home/getstarted?redirectFrom=%2F
Product Overview
Features Benefits
1. Register Properties This helps the hotels in reaching more consumers.
2. Competing with other Properties This helps the properties to gain a competitve edge
over the other properties that are there in the market.
3. Less Commision The hotels have to pay less commision compared to
the other sites that provide the same services.
4. Paid Traffic The hotels can pay Trivago to have paid traffic on their
sites to have more bookings that increases the profit
of the company.
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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
 Travel and Hospitality/ Conglomarate
 The company lists all the hotels and properties in
one place where it can be compared.
 Online site
 It is an online website where the properties can
be listed.
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) Direct Marketing
Explanation: The company can directly market to
the product to hotel chains for them to list
themselves on the site.
2) Email Marketing
Explanation: This one of the most used form of
marketing and can be used to reach many hotels
at once.
3) Brochure
Explanation: This will help the company in
marketing the product with all its benefits.
4) Pamphlet
Explanation: The company can print fliers and
pamphaltes and send it to the hotels with gifts for
the hotels to use their products.
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) Hilton Hotel
2) Faremount Hotel
3) Hotel by Marriott
4) Hyatt Hotels
5) Radison Hotels
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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.
 Hilton Hotel
 145 Richmond St W, Toronto, ON M5H 2L2,
Canada
 https://www3.hilton.com/en/hotels/ontario/hilton-
toronto-TORHIHH/index.html
 Give the name and title of the person you will
be presenting to.
 Provide his/her LinkedIn contact URL
 Natasha Melanson
 Director of Operations
 https://www.linkedin.com/in/natasha-melanson-
65b7a629/
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