GROUP A

In partial fulfillment of the Requirements for

MRKM 4 – Professional Salesmanship

Submitted by:

Anga-on, Cyril Rose

De Jesus, Patricia Mae

Logroño, Aira Janine

Molina, Jaya Jill

Salcedo, Matthew Emmanuel

Submitted to:

Mr. Edgardo Palasan

April 4, 2022
PROBLEM

Overview of the problems

Marty Selig’s electronic store has encountered difficulties in their business as

mentioned in the case. Where, they have low sales due to economic downturn, lack

of preparedness during crisis in terms of their responsibilities of business expenses

and overlooking of their finances. 

OBJECTIVES

 To establish whether publicizing their products is a good way for them to have

enough coverage of audience, upon posting the information publicly.

 To assess whether giving a much higher incentive for the sales staff is

enough to fulfill their desire work progress. 

 To assess whether giving a year-warranty for every purchase of Korean

Brand TV is an effective approach to meet the satisfaction of the target

customers.

AREAS OF CONSIDERATION

I. Given the buyers are downsizing their purchases or not buying at all, why

consider accepting the offer of Amanda Duron in consolidating the remaining

inventory on this year’s models?

 II. The brand Duron represented was known for needing more service, with E-

Town reselling their products it gives them more expenses or responsibilities

with the products offered by Amanda Duron. 

III. Is it safe to resell remaining inventories from a brand known for needing more

services?

Strength- E-Town is best in providing value service such as installing home

theaters. Aside from providing installing services, they also sell electronics such as

HDTVs. 

Weakness- The market has a tight economy and buyers are either downsizing or not

buying at all.

Opportunities- Amanda Duron’s exclusive offer on E-Town: consolidating remaining

inventory into stores like E-Town with 30% rebate.

Threat- Not being able to repay the expenses because of the after-service care. 

ALTERNATIVE COURSES OF ACTION

1. More Incentives for sales staff.

It is important to give incentives to talented sales staff. This way can

motivate them to do even better in order to gain sales and also they can be

able to work together with other staff and practice competency.

Advantage:   Increase Productivity, offering additional money or benefits for

hitting certain performance milestones is generally an effective way of

boosting productivity among employees.

 Disadvantage: Incentive plans can lead to disputes among workers since

some earn more than others.

2. No rebate for spiff, or offering freebies and advertising.

Spiff will not get a rebate; instead, the company will focus on

decreasing product pricing or providing freebies and publicizing them to

increase market share.

Advantage: We may spend more money decreasing pricing and providing

freebies to get them to buy.

Disadvantage: Less customer engagement. Customer feedback will most

likely be complaints, leading your organization to respond and make major

adjustments, which will most likely fall short of expectations with your other

customers.

3. Give a year-warranty for every purchase of Korean Brand TV.

As part of his solicitation response, Marty can offer a warranty, or

guarantee for goods or services that he can provide, it can be a means of

differentiating his submission from those of his other competitors.

 Advantage: It offers some assurance to clients. A key benefit of offering a

warranty (or guarantee) is that it can lower prospective Clients’ hesitation to

procure goods or services from you.

Disadvantage:  Offering a warranty or guarantee is the fact that very rarely

will you be able to provide a solution that is absolutely perfect, and meet all of

the Client’s expectations. The situation is further compounded if the

challenges the Client is experiencing is outside the terms under which the

warranty would be honored, which in turn, can strain your relationship with the

Client, and cause loss of future business.

RECOMMENDATION

With Marty Selig’s electronic store difficulties and considering that the brand

that Amanda is representing was a lesser-known Korean brand of televisions and

other electronics. Our recommendation is to provide more incentives to the

company's employees. Increasing their incentives could boost productivity,

strengthen the succession pipeline, and encourage employee retention. Salespeople

would be motivated to make a sale with this strategy, and they would often try to

improve their abilities in the process of attaining performance awards. It also has the

ability to increase employee job satisfaction and company loyalty. In line with Marty's
choice to discount the television by 10%, all he needs are talented, motivated, and

knowledgeable salespeople to close the deal, and the most effective approach to

enhance staff morale is to increase their incentives.

CONCLUSION

Marty Selig’s electronic store has encountered difficulties in their business

due to the economic downturn and lack of preparedness during the crisis. In this

case, there are 3 areas of consideration wherein whether or not Marty should accept

the offer of Amanda considering that the buyers are downsizing their purchases or

not buying at all and the brand Duron represented was known for needing more

service. In simplest terms, Marty should consider if it is safe to resell remaining

inventories from a brand known for needing more services. 

Based on the case, Marty Selig accepted Amanda’s offer and marked the

TV’s down 10 percent, offered the salespeople a 10 percent spiff and applied the

final 10 percent to local advertising costs. In line with this, our recommendation is to

provide more incentives to the employees. In this way, they could be more motivated

to improve their skills and abilities in order to make a sale. Increasing incentives

would also increase employee satisfaction and productivity. This recommendation is

shown to be the most efficient wherein based also in the case, with the 10 percent

spiff, Marty overheard the sales person say about one of Amanda’s TV’s wherein he

compared it to different brand however, he prefers to convince the client to purchase

Amanda’s TV for its sales price. Thus, for the salespeople to be more motivated and
productive, the most efficient strategy is to increase employees' incentives to be able

to make a sale.