Assignment on Case 1.1 and case 1.

2
Course Title: Personal Selling and Sales Management

Course Code: MKT-403

Submitted To
Mamtaj Akter

Associate Professor

Department of Marketing

Jahangirnagar University

Savar,Dhaka

Submitted By

Md. Maksud-Ur-Rahman

Id: 2201

Session: 2016-17

Department of Marketing

4th year 1st semester

Jahangirnagar University
 Case 1.1

Mayank Chopra is a new sales representative of Aurore Cosmetics. Jabby was a prime customer of
Aurore. As a responsible sales representative it's Mayank responsibility to call back Jabby to his
company. To call on Jabby Mayank can use the following strategies :

Securing Attention

As it is quite hard to win back a lapsed customer if the company no longer have their attention Mayank
should try to discuss the problem with Jabby and ask if he is willing to discuss his experience with
Aurore products. The goal is to intensify the attention. Mayank now would give an effort to gain
some idea about Jabby's current situation and therefore, mention the services of Aurore
accordingly that would best suit the current situation of Jabby. Therefore, gaining interest to a
level where there would be a chance to rebuild the relationship with Jabby. 

Acknowledge the Problem

In order to win back Jabby ,Mayank have to take responsibility for his unhappiness and provide a
solution. For this Mayank have to hear Jabby's complaints and addressed them. Also he can build a win
back campaign around the idea that he has heard jabby’s complaints and addressed them.

Kindling Desire

A great way to revive a business relationship is to offer a new greater deal. Mayank could offer
discounted subscriptions, VIP support, Access to premium as a way of luring customers back.

Announce Improvements

Mayank can use social media, blogs, video, and media opportunities industry, he may be able to rekindle
a Jabby’s interest towards their products. to promote their business is improving.If Mayank can position
themselves as a leader in cosmetic

Losing a prime customer is a great failure to any sales representative. So a sales person have to try his/her
best to capture his/her customer. The best strategies for winning back a lapsed customer is to start from
the same practices that allow your company to nurture and grow a successful customer relationship. If
Mayank acknowledge his role in customer’s decision to cancel and demonstrate his willingness to shape
his service then he stand a chance of winning back their business and depening his relationship.
 Case 1.2

The Boston SME chapter should have adopted the proposal. He should have accepted the proposal
because of the following reasons:

College students are prepared to take more risks in a new role.It will help an organization to grow it's
business. Students understand how competitive it is to get a job and stand out from their peers. They are
willing to work extra hours and put in the effort if just given the opportunity. They want to prove to
themselves and others that they can add value and they are willing to go above and beyond to do so. Also
students are more cheaper than employees. Students are not more experienced so they don't want more
salary. Probably the biggest advantage that hiring a student gives a business is the lower cost of the
employees’ yearly salary. Because already established workers naturally require a higher salary. One of
the biggest advantages of hiring a college student is the students’ ability to navigate through new,
innovative technology, especially new age computers and all of their essential work related applications.
Working together and interacting on a regular basis builds rapport and trust on an internal level. As
communications are strengthened internally and team members are aware of what customers are saying
across departments, the customer experience is improved. Sales, support and marketing can benefit from
learning the language used by the other departments. Marketing can incorporate sales terms in content
and campaigns while customer support can use sales language in everyday conversations. By this
program the Boston SME company is able to make experienced employees for their future. They can
gather more knowledge and about customers and companies as well .

So the above stated are the reasons why the Boston SME should have to adopt a Salesman for a day
program.