ASSIGNMENT | In the second half of this course you will work in pairs to prepare a B2B Sales Presentation.

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 spas in 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 companies that 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.
   Congratulations! This is a great opportunity!
    Give the name and title of this person. (This must be a real person.)
    Make their name a hyperlink to their LinkedIn profile.
   • Save your report as a PDF and submit it via the dropbox in MySeneca.
   • Format: Please use short, brief bullet points.

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 whole chicken, or as wings, chicken breasts, drum sticks, ground chicken, and thighs, the firm will likely be interested in buying…