ASSIGNMENT | IDENTIFYING A PRODUCT TO USE

In the second half of this course you will work in pairs to prepare a B2B Sales Presentation. The first step is to
choose a product for your presentation, analyze its features and benefits in preparation for developing your
sales strategy.
NOTES:
• You will work with your partner for this and two following assignments.
• If you can’t find a partner, I will permit you to work independently or join another group but please
confirm with me first.
IDENTIFYING A PRODUCT TO USE
As you think about a product to choose, here are the requirements to keep in mind:

1. Choose a product that you have a personal interest in.
2. Students often find that choosing a physical product rather than a service is easier.
3. The product must be directly relevant to the Tourism / Hospitality Industry: Something that would be
   used by a Tourism / Leisure / Hospitality / F&B 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
4. The product is currently marketed and available for purchase in Canada by a known producer /
   distributor / retailer.
5. Lots of information about it is available online.
   I will expect you to gain a thorough knowledge of the item you are selling.
   HOW TO COMPLETE & SUBMIT YOUR WORK
   • Create a report in MS Word.
   • In your report, include the following content:
   o Your names
   o Product analysis:
    The name of your product
   • Include the model number, if applicable.)
   • Make the name of the product a hyperlink to its product website.
    The name & address of the company in Canada that sells the product.
   • Make the company name a hyperlink to their website.
    List/describe the product’s key features & benefits.
   Page | 2
   o Prospecting:
    The type of company you will focus on (e.g. Upscale spasin the GTA), with an
   explanation why (e.g. Spas use a lot of towels and my company’s towels will appeal to
   upscale businesses with discerning clients).
    Describe 4 (four) Prospecting activities you can use to identify prospective companies to
   contact. Be specific. (E.g. Just putting “Market research” will not earn you a mark: To use
   market research as one of your Prospecting activities, you will need to name the data
   source you will use and describe the type of information you are looking for as you are
   conducting your market research.)
    List the name, address and telephone number of 5 (five) suitable companiesthat your
   Prospecting activities have identified as good candidates to approach for a sales
   presentation.
   o Pre-approach: Choose one of the companies from your list above, and imagine that when you
   contacted them your contact there asked you to come in for a sales presentation.
   

SAMPLE SOLUTION

Written Report 3
Name – Jagtar Billing
Product Name – Certified Organic Chicken
Company Name – Whispering meadows family farms
Company Address – 35 Main Street South, Milverton, Ontario, Canada N0K 1M0
Needs Identification:
Whispering Meadows is a local farm source for premium meet.
It home-delivers the highest quality of naturally-raised, organic chicken, pork, lamb, and beef. It also delivers the best beef jerky and sausages one can find anywhere else.
Since Whispering Meadows delivers certified organic chicken in the form of…