CASE STUDY OF AURORE COSMETICS AND SALES AND MARKETING

EXECUTIVES OF GREATER BOSTON, INC.

Course title: Personal selling and sales management

Submitted to
Mamtaj Akter
Associate professor
Department of Marketing
Jahangirnagar University

Submitted By
Sanjana Khanom
ID: 1706
Marketing 8th batch
4th year, 1st semester
Jahangirnagar University

Date of Submission: 28th February, 2021

Case 1-1
Aurore Cosmetics

Mayank chopra should follow ‘Spin Selling ‘ strategy. There are four steps which should
followed by Mayank to get Jabby back.
1. Situation Question : In this step Mayank should call a normal meeting and apologise for
previous situation.
2. Problem Question : In this step Mayank should ask Jabby what was happened to him.
He should ask for details.
3. Implication Question : In this step Mayank should discuss about the solution. He should
tell Jabby what steps they are going to follow to solve this problem and ensures that will
never happened again.
4. Need payoff Question : In this step Mayank should the opportunity offers for Jabby.
Mayank should offer better option than competitors do.
Case 1-2
Sales and Marketing Executives of Greater Boston, Inc.

Boston SME chapter should have adopted the proposal. Freeman should consider sales
management and control before adopting the proposal.
1. Sizing up the situation : Freeman realized that there is lack of interest of graduate students
to opt for sales as there carrier may be due to lack of knowledge into the world of selling.
So introduce a program Salesman-for-a-day proposed by Tom Alden emphasis on that
every student should spent a whole day in field with salespersons of SME to real
experience.
2. Setting quantitative performance standards : As the program also run as recruitment
program, students should be provided with all detail information about the job profile,
salary package, promotion, career path etc.
3. Gathering and processing data on actual performance : To get student acquainted with
selling job student should be sent to field one salesperson SME for whole day for better
knowledge.
4. Evaluating performance : One day trainee should be volunteered to share motivate his
experience with others and encourage them to take selling as their career.
5. Action to correct controllable variation : Graduates should be sent for a day, selling with
salespersons be it door to door to know about consumer behaviour purchasing ability.
6. Adjusting for uncontrollable variation : Interaction of sales manager, salesperson and
student over dinner in a month should be organised for self analysis.