Business Development: Trivago Sales Plan for Hilton Hotel (MRK335)

This report outlines a sales plan for Trivago Business, targeting Hilton Hotels. The assignment, part of a Sales and Relationship Management course (MRK335), focuses on a B2B sales presentation. The plan includes pre-approach activities such as identifying consumer buying behaviors and understanding customer demographics, leveraging discounts and offers, and creating brand awareness. The report utilizes the SPIN method to identify customer needs and assess the effectiveness of Trivago's services. It also analyzes how Trivago can enhance Hilton's marketing and customer engagement, ultimately aiming to build positive relationships with potential clients and drive purchasing behaviors. The report includes references to support the analysis and recommendations for a successful sales strategy.

Running head: BUSINESS DEVELOPMENT MANAGEMENT
Business Development Management
Name of student
Name of University
Author note

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Table of Contents
Part 2.........................................................................................................................................2
Part 3.........................................................................................................................................2
Sales plan: Needs identification..............................................................................................3

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Trivago Business
Part 2
Three pre-approach activities to familiarise with company and the Directors
 Identification of consumers’ buying behaviours and understanding the customer
demographics is a pre approach activity to evaluate the different needs of people in
different market segments (Kaur 2020).
 Providing discounts and offers while booking the hotel rooms online could also
benefit the company in terms of marketing and reach out to the guest quite easily
through creation of positive mind sets among them too. The consumers’ buying
behaviours would also get influenced to make more purchases.
 To raise awareness on the Hilton hotel and acknowledge the customers about its
features and amenities available with the accessibility to the website managed by the
company
Part 3
Combination of three points
 Combining all these three major points including the identification of
consumer demographics, awareness about the Hilton hotel and also
promotions through management of better discounts for the room, it could be
understood that a positive rapport would be built with the guests (KUMAR
2019).
 This would also allow them to know more about Hilton hotel with the
accessibility to the website managed by the company while at the same time,
create ease in management of bookings through third party. The consumers
would remain posted about the latest updates about the company and its

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services available, thereby, drive their behaviours and encourage them to
purchase more consistency.
 It could also create better brand image, brand equity and awareness among the
clients too.
Sales plan: Needs identification
SPIN method
 Have you been in a situation where you found it difficult to select the best place for
booking hotel rooms at Hilton hotel amongst a wide range of options available?
 To what extent do you believe that Trivago has made purchasing intentions and
behaviours easier for clients to book at Hilton hotel?
 Is the customers’ services effective for resolving clients’ queries?
Questions related to benefit from purchasing
 Does the Trivago services offer good numbers of discounts while booking rooms
online at Hilton hotel?
 How effective the company has been in terms of marketing and establishing
awareness among the customers?

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References
Kaur, T., 2020. Trivago Business Model: A Platform to Think Before. Our Heritage, 68(1),
pp.9504-9509.
KUMAR, S., 2019. USABILITY OF TRAVEL WEBSITES (MAKEMYTRIP, TRIVAGO,
GOIBOBO) (Doctoral dissertation).