Specialty Sports Inc.

Case Study

Cyrell Jann D. Baluyot

BSBA-MM
Situation Overview:

 Jeff has completed sales training

 Sells custom sports equipment for trade shows
 Was faced with an unexpected and sudden time constraint
 Jeff failed to cover important points with the client
 Did not mention objectives and budget
 Did not schedule follow-up appointment

Sales Issue

 What problems do you see with Jeff’s H2G sales call?

 Jeff was unprepared for a change in sales situation

 Jeff didn't listen to client’s need
 Jeff didn’t adequately explain his products' advantages
 Jeff didn't discuss how his products will help at trade shows

Recommendations

 Jeff should better prioritize his main points

 The company should implement training requirements for different length
sales pitches
 Jeff should use quantitative information on how relationship will raise client's
sales
Manager's Actions

 If you were Jeff’s sales manager, what would you recommend he do to

improve his chances of succeeding?

 Ask Jeff to apologize to client

 Advise Jeff to schedule follow-up meeting and readdress mistakes
 Identify client's needs and budget
 Explain the mutual benefits of a relationship
 Establish a channel of communication for future contact