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
Safayat Mahmud Siam
ID :1744
Session :2016-17
Batch: 8th
4th year 1st semester
Department of Marketing
Jahangirnagar University

Submission Date: 28 February, 2021.

Solution of Case I-1
Question: 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:

Mayank Chopra is a new sales representative for Aurore Cosmetics (Aurore). As

Mayank has recently joined the company to bring back Jabby to his company is
prioritized on his agenda as he observed that bringing back the former would generate
huge sales and attain a bigger profit margin than before for the latter.

It would be better for Mayank to Follow the basics of selling and the theory of AIDAS.

He can undertake the following activities:

• Securing attention: At first Mayank has to apologize to Jabby. Before doing that
of course he has to inquire the to and fro of what went wrong before and make
a sincere apology that will show that whatever happened was a mistake indeed
and Aurore Cosmetics deeply regrets the situation and accepts complete
accountability. This would entice Jabby’s attention towards Aurore again.
• Gaining interest: After having his apologies accepted Mayank would need to
inquire about Jabby’s current situation. After analyzing the needs of the
customer Mayank will have to tell Jabby about Aurore’s current offerings that
match his needs perfectly and still give him a better competitive position in the
market. This would help in gaining the attention of Jabby.
• Kindling desires: To ignite the want of coming back in Jabby Mayank will have
to come up with an exciting offer. He could offer him a 10% discount on all
purchases for the first six months after his return. He could also offer Jabby a
gift package worth of 50,000 rupees which can be redeemed by Jabby whenever
he desires.
• Inducing Action: If after the previous steps Jabby is impressed then Mayank can
impose a date on his previous offering. He could give Jabby two weeks to decide
 which will give him both adequate time to consider the offer and at the same
time impose an urgency on his response.
• Building satisfaction: If Jabby does decide to c0omback the first and foremost
activity of Mayank would be to act on his promises and provide everything
according to the deal. His next activity would be to ensure that all activities that
previously caused Jabby to leave or might poke him to leave again is prohibited
and Jabby gets the best possible customer service here at Aurore Cosmetics.

Here, the quantifiable sales objective of Mayank was to get Jabby back and gain all his
sales under Aurore Cosmetics which would in turn increase the profit and the special
proposal was giving the 10% discount for the first six months after his return along with
the redeemable gift package.
Solution of Case I-2

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

Answer: SME-Boston was a local chapter of SME-International, a worldwide

association with about 30,000 members. Stuart Freeman, president of the Boston
chapter, received the proposal for a “Salesman-for a-Day” program from Tom Alden,
a member of the marketing faculty at a local college. Students are not much interested
in sales career. So he tried to motivate students with this program named “Salesman-
for-a-day”. Freeman agreed to present the proposal, with one amendment, to the
Executive Committee for possible adoption. The amendment was that three of the
participating people, a sales manager, a salesperson, and a student, would be invited to
one of the regular monthly SME dinner meetings to discuss the results of the salesman-
for-a-day program with the membership.

Sales jobs are very difficult than other opportunities. Students nowadays cannot take
such mental pressure for long period and move to other sectors which will be a threat
in near future. Salesman for a day program will be very effective of they can recruit
young generation in this sector. 1. Students are more energetic and can survive in hard
situations. So SME should adopt the proposal. 2. Students learn the theoretical
knowledge at educational institutions. So they can apply the knowledge practicality in
this program. 3. Students are more resourceful than others in the society. If SME hire
students in the program they will be able to avail the knowledge and work at once. 4.
Through attending in this program students who have fear to build career in sales, will
have mental strength which will pave a way the door of their career. To engage
customer is not so easy job to do and students should have an opportunity to learn the
job in workplace. So I think the Boston SME chapter should adopt the proposal of
Alden.