Case study 1-1, solution:

Aurore Cosmetics
It clearly proves that Aurore Cosmetics has lost a major customer due to sales representative.
In the meantime, Soleil cosmetics got the opportunity to do business with Jabby. At the same
time Soleil provide more incentive than Aurore. If customer enjoy more facilities from a
particular organization, surely, they will switch business to others. This has happened with
Aurore cosmetics and now it wants to back in the business. It is quite difficult to take position.
In order to secure old position Aurore needs to take some major initiative to lure its previous
customer and these are given below,
 Learn Proper Negotiation Techniques: Skilled negotiators are usually quite concerned
about finding a solution or an arrangement that is satisfactory to both parties. They look
for what are called “win-win” situations, where both parties are happy with the results
of the negotiation.
 Cultivate value: The best way to boost sales to create and cultivate value in all ways
such as staff training increased value products, among others. Creating an atmosphere
of value setting helps to attract and retain the existing customers at all seasons.
 Provide credible products: Credibility is the one of the key factors that makes the
customers trust and feel comfortable with products and services. Use techniques such
as advertisements to enhance credibility in sale.
 Develop Competitive Advantage: Defining competitive advantage, the reason for
buying products or services, in terms of the benefits, results or outcomes that customer
will enjoy from purchasing y product or service that they would not fully enjoy from
purchasing the product or service of competitor. Focus on the benefits of what makes
your product better than other.
 Once a customer, always a customer: Once a customer has purchased product, this
should not be the end of relationship with them. Focus on keeping a strong relationship
with customer. This will only create more trust and add value to your product.

Case 1- 2, solution:

Sales and Marketing Executives of Greater Boston, Inc.

The Boston SME chapter should have not adopted the proposal. Reasons behind the action are
included below,
The analysis: Boston Inc. President Steve Boston, SME. It was noted that the field of sales is
lacking in information. Thus, he launched a "Salesman for a day" program which was provided
by Tom Alden. Students should spend a full day with salespeople from SME in order to achieve
real results Experience and know the selling value and thickness.
Problem recognition and assumption: Since this is a recruitment program, students should be
given all pertinent information about the job requirement, salary plan, promotion
opportunities, and insurance, among other things.
Major drawbacks: No appreciation is given to the sale of employment as a carrier. Most
students are newcomers with little experience into sales. Because of reputation, they see it as
low-profile work. Wages is one of the real reasons for this.

Possible necessary steps: —

 To readers to know with their sales jobs, they should be sent to the field under the

supervision of one SME salesperson for the whole day. Creation of options:

 There should be a lecture

 Reading and presenting by seasoned and profitable sellers.

 Organized plan and more facilities to raise sells.