Case Study

CASE 1-1
AURORE COSMETICS’
Customer faith and business restoration

Suggest a strategy for Mayank as he is about to call on Jabby to try to recover

its business. You may use different steps of the selling process. Start with the
quantifiable sales call objective along with any special proposal to get Jabby
on board.

Sales management, customer handling, and other sales-related activities

basically depend on the sales personnel a company has. For me, these are the
strategies that Chopra should consider in approaching Jabby to recover the
business:
1. The new sales representative Chopra should take note of previous
events that made them lose their biggest retailer. Understanding the past
can give light to the future. By this, the new sales representative can think of
ways of approaching the former retailer. This could also give the company
an idea on how they are going to make out and take responsibility to
whatever damages caused by the previous sales representative.

2. Chopra should also know what are the benefits that Jabby receives
from Soleil company. At this point this is where the negotiation part takes
place. Since Chopra already knew the benefits that Jabby enjoyed, he can
think of an offer that could outshine the other company. They could give
lower prices, extend the payment period, give incentives and many other
things but of course without compromising the company’s profit. Basically,
Chopra just must double the offer of Soleil company to win Jabby back and
to make him a loyal retailer again.
CASE 1-2
SALES AND MARKETING EXECUTIVES OF GREATER BOSTON, INC.
Sales and Marketing Management Association—Proposed Salesman-for-a-Day
Program

Should the Boston SME chapter have adopted the proposal? Why or why not.

Based on what I have read and understand the Boston SME chapter should
have adopted the proposal "Salesman for a day" from Tom Alden. Because it is a
way of nurturing future business builders and encourage or help the college
students to develop their skills in salesmanship. In any business organization, the
sales department plays a huge and very important role in the success of the
organization. The uniqueness and importance of the sales department is to bridge
the gap between the potential customer’s needs and wants with their products and
services that the business offers that can fulfil their satisfactory level. I also
strongly believe that without sales the business will surely struggle and will have a
difficult time attracting new salesman, potential buyers and can negatively affect
the growing business.
The possible reasons that Boston SME shout adopt the proposal is that
through this kind of activity it can help and educate the students and gave them
better insights in the world of selling. By providing the students with the right
knowledge based on experience in the ground work or first-hand experiences it can
positively affect the current situation. Basically, activities like selling directly
involve determining the potential needs and wants of the customers by influencing
their purchase decisions to have positive business opportunities in the market.
Based on what I have understood selling is fundamental to every businesses but it
is also a very useful skill that we should enhance for our daily routine.