TU Dublin, Tallaght

Royal Corporation
Case Study
Sales Management

X00139345 Usman Abubakar & X00179222 Mercy

Oviarobo
X00139345 Sales Management X00179222

Contents
Question 1.................................................................................................................................2

What are the products/services sold by RCC?.......................................................................2

Who is the decision maker for each?......................................................................................2

What are the benefits to the user of each of the three products/services?..............................2

Question 2.................................................................................................................................3

Examine Mary’s efforts at Acme, Bickford, and General Hospital.......................................3

Identify the similarities between them...................................................................................3

Should Mary contact Tom Perry at Bickford directly?..........................................................3

Question 3.................................................................................................................................4

Evaluate the General Hospital proposal.................................................................................4

What could be done differently to sell CCC to General Hospital?........................................4

What actions should Tom Stein take with regard to Mary?...................................................4

Bibliography...............................................................................................................................5

X00139345 USMAN ABUBAKAR &

ROYAL CORPORATION CASE STUDY
X00179222 MERCY OVIAROBO
X00139345 Sales Management X00179222

Question 1
What are the products/services sold by RCC?

Who is the decision maker for each?

What are the benefits to the user of each of the three products/services?

X00139345 USMAN ABUBAKAR &

ROYAL CORPORATION CASE STUDY
X00179222 MERCY OVIAROBO
X00139345 Sales Management X00179222

Question 2
Examine Mary’s efforts at Acme, Bickford, and General Hospital.

Identify the similarities between them.

Should Mary contact Tom Perry at Bickford directly?

X00139345 USMAN ABUBAKAR &

ROYAL CORPORATION CASE STUDY
X00179222 MERCY OVIAROBO
X00139345 Sales Management X00179222

Question 3
Evaluate the General Hospital proposal.

What could be done differently to sell CCC to General Hospital?

What actions should Tom Stein take with regard to Mary?

X00139345 USMAN ABUBAKAR &

ROYAL CORPORATION CASE STUDY
X00179222 MERCY OVIAROBO
X00139345 Sales Management X00179222

Bibliography
There are no sources in the current document

X00139345 USMAN ABUBAKAR &

ROYAL CORPORATION CASE STUDY
X00179222 MERCY OVIAROBO