CASE 1-1 Aurore Cosmetics

Questions: 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.

Answer: A company’s success always depends on their Sales representatives, that’s why they
try to keep their best sales representative at any cost to communicate with their actual and
potential customers. Sometimes salespeople seek orders aggressively, but in others, they need
only take orders coming their way, the relative emphasis on order taking and order getting
varying in different selling environments. Here I discussed how to call on jabby to try to recover
its business.

1. Find out exactly why they left:

If he is a customer that you (Mayank) want back, find out exactly why he left. If he says
price, then Manyank know there is disconnect between what offer you and the value he
perceives. No matter what the reason, ask at least two more probing questions to find out
exactly what you could do to improve the offer. Mayank may not get them back, but
Manyank will have information that Mayank can use to save a customer who may be
thinking of leaving.
2. Adjust your offer:
Your lost customer research might uncover some information that you can use to create a
new and more profitable offer for your customers. Document your existing offer and the
price paid for that offer, then collect other offer and price combinations. You can survey
your customers using a trade-of analysis technique called conjoint analysis.
3. Take responsibility:
If you made a mistake to lose them ask them what he would need to have to make him
stay. That means that you fix what went wrong with no requirement for him to remain as
a customer. He may still choose to leave, but if he has a great last experience with you, he
may refer you to friends and family who may be a better fit as a customer.
 4. Ask for permission to send them industry information:
Create a marketing list that is for special prospects and past customers. This list should be
used to send information and education on industry topics that he is interested in. There is
a terrific and unknown fulfillment service out there called Cyrano system that profiles
your audience and then delivers information that they are interested in—no heavy sales
involved, but keeps you in front of them.

Case 1-2
Sales and Marketing Executives of Greater Boston, Inc.

Questions: Should the Boston SME chapter have adopted the proposal? Why or Why not?

Students are energetic, eagerness, and enthusiastic. That’s why Boston SME chapter have
adopted the proposal. Other reasons given below:

1. Good learners: As students are new in the workplace, and they are not much
experienced in workplace. So they try to adopt with new environment, and learn the new.
They make fit themselves for this organization that is so important for an organization.
2. Increase visibility on college campuses: Having trouble getting your brand in front of
students? we give you unbeatable access to college students practically everywhere. And
if your company impresses one class of interns, word will quickly spread. Soon you'll
find that the most sought-after student talent is interested in working with you.
3. Low cost labor: A College student is less expensive than the normal sales people.
Because they are novice in this place and they have no experienced in this types of work.
That’s why students didn’t expect much salary.
4. Give back to the community: Hiring interns not only helps students in your community
get started; it enhances the local workforce as a whole. In return, the community will be
motivated to support your organization.