The University of Cambodia

The Tony Fernandes School of Business

Subject: MKT201 ( Introduction to marketing)

Final Exam ( Video Presentation) Assignment

How does Apple Company create customer value through its
personal selling process?

Instructor: Ms. Heng Chakrya

Student’s Name: Kong Mengsreang

ID: 60181311

Deadline: 05-Jul-2021

Academic Year 2020-2021, Term 5 (Evening)

 Contents
I. Introduction
A. Overview of Apple Inc. Company
II. Literature review
A. Apple Inc. Industry of Operation
B. Vision, Mission and Value statement
III. Case study
A. The Selling Process at Apple inc. company
B. The Sell Management Process At Apple Inc Company
C. What is in the future for the Apple Inc. Company Salesforce?
III. Conclusions and recommendation
IV. References
 I. Introduction
A. Overview of Apple Inc. Company
Apple Inc. is an international technology company found
in the United States with its head office at Cupertino
(Khan, Alam & Alam, 2015). It is a designer, developer, and
distributor of electronics, online services as well as
consumer electronics. The company also produces
software’s which includes iTunes, macOS as well as iOS
operating systems, iLife and work suites and other apps
like the Logic pro, Xcode and Final Cut Pro(Khan et al.
2015). Ronald Wayne, Steve Jobs, and Steve Wozniak
formed the company in April 1976. Apple ranks as the
most significant information and Technology Company
regarding its revenue and ranks second regarding mobile
phone manufacturing. It was named as the first United
States Company to be valued at US$700 billion in 2015.
 II. Literature review
Apple Inc. operates in information and
technology industry (Khan et al. 2015). It is an
industry that uses computing through software,
services, infrastructure as well as hardware's in
different forms to achieve different objectives. A. Apple Inc. Industry of Operation
The sector involves the development,
implementation, maintenance, and utilization
of information technology (Khan et al. 2015). It
is an industry that employs close to 5.73 million
workers in technical as well as non-technical
positions within the firms. Companies,
government agencies as well as nonprofit
organizations have information technology
department with 85% of the workers in this unit
being technical workers. Information and
technology is an industry that requires strong
analytical skills and creativity to keep up with
the latest technology.
 B. Vision, Mission and Value statement

Vision Mission Values

“to bring the best “the qualities, customs,
personal computing standards and principles
products and support to that the company as a
 “to make the best students, educators, whole regards as
products on earth, and to designers, scientists, desirable. They are the
leave the world better engineers, basis for what we do and
than we found it.”  businesspersons and how we do it. Taken
consumers in over 140 together, they identify
countries around the Apple as a unique
world.” company.”
 III. Case study
A. The Selling Process at Apple Store Inc. Company

Prospecting Preapproach Approach

01 02 03

Presentation Close Following-Up

04 05 06
1. Apple company, there were more than 100 people in the store on one visit, Customers was greeted by a
friendly employee standing at the front door. They took down customer's name on an iPad and gave them an
estimated wait time. Apple and other brands have learned that customers have more patience and they're in a
better mood if they're simply greeted with a friendly face and given a fairly accurate wait time.
 Our evolution

2017 2018 2019 2020

Mercury Venus Jupiter Saturn

It’s the smallest and It has a beautiful It’s the fifth planet It’s the sixth planet
innermost planet in name, but also very from the Sun and from the Sun and
the Solar System high temperatures the largest the second-largest
“This is a quote, words full of wisdom
that someone important said and can
make the reader get inspired.”
—SOMEONE FAMOUS
 Buyer Persona
Skills:
Internet Influences
Software Venus has a
Social beautiful name

Must Do Frequency
Angelina Doe Despite being red, Earth is the third
Mars is a cold place planet from the Sun
Age: 35
Occupation: IT Must Never Relationship
Education: University Saturn is a gas giant Mercury is the
Personality: Extrovert and has rings smallest planet
 Buyer Journey

01 02 03

Awareness Consideration Decision

Mercury is the closest Despite being red, Mars Jupiter is a gas giant and
planet to the Sun is a cold place the biggest planet
Sales Funnel

Awareness
01 Mercury is the closest planet to the Sun

Interest
02 It’s a gas giant and has several rings

Decision
03 It’s the closest planet to the Sun

Purchase
04 Despite being red, Mars is a cold place
 Competitor Analysis

20% 10% 50% 25%

Mercury Mars Venus Jupiter

It’s the closest planet Despite being red, Venus has a A gas giant and the
to the Sun Mars is a cold place beautiful name biggest planet
 SWOT Analysis

Strengths Weaknesses

Venus is the second planet from Mercury is the smallest and

the Sun. It is named after a innermost planet in the entire
Roman goddess Solar System

Opportunities Threats

Saturn is the sixth planet from Jupiter is the fifth planet from
the Sun and the second-largest the Sun and the largest in the
in the Solar System Solar System
 Our SWOT Analysis

Weaknesses Opportunities

Strengths Jupiter is the biggest Neptune is the Threats

planet in the entire farthest planet from
Despite being red, Solar System the Sun Saturn is composed
Mars is actually a mostly of hydrogen
very cold place and helium
 Goals

Goal 1 Goal 3

Venus has a beautiful Jupiter is a gas giant

name, but also very and the largest planet
high temperatures in the Solar System

Goal 2 Goal 4

Saturn is composed Mercury is the smallest

mostly of hydrogen and innermost planet
and helium in the Solar System
 Strategy

Key Action 1 Mars

Neptune is far Despite being red,
away from Earth Mars is cold

Goals
It is named after
a Roman goddess
Key Action 2 Saturn
Earth is where we It’s a gas giant and
all live on has several rings
 Key Action Items

First Quarter Second Quarter Third Quarter

Here you can describe Here you can describe Here you can describe
Key Action 1 your items for the your items for the your items for the
quarter quarter quarter

Here you can describe Here you can describe Here you can describe
Key Action 2 your items for the your items for the your items for the
quarter quarter quarter

Here you can describe Here you can describe Here you can describe
Key Action 3 your items for the your items for the your items for the
quarter quarter quarter
 Timeline

Mars Jupiter Saturn

Despite being red, It’s the biggest Saturn is the sixth
Mars is cold planet of them all planet from the Sun

Mercury Neptune
It’s the closest planet It’s the farthest
to the Sun planet from the Sun
 Budget

Jupiter Neptune
Jupiter is a gas giant 40% Neptune is the fourth-
and the biggest planet largest planet in the
in the Solar System 60% Solar System

To modify this graph, click on it, follow the link, change the data and paste the new graph here
 KPI Overview

Paid Search €1.5

25% 50%

Organic Search €2.7

Jupiter Venus
A gas giant and the Planet Venus has a Referral €3.2
biggest planet beautiful name

Productivity CPC by traffic

To modify this graph, click on it, follow the link, change the data and paste the new graph here
 Our Team

David James Keanu Doe

You can replace the image on You can replace the image on
the screen with your own the screen with your own
Project Vision Deliver Value

Venus has a beautiful The second planet from

name, but also a the Sun. It is named after
poisonous atmosphere a Roman goddess

Guiding
Principles
Effective Efficiency Teamwork

The fifth planet from the Saturn is the sixth planet

Sun and the largest in the from the Sun and the
Solar System second-largest
Awesome Words
 Maybe You Need More Columns

Venus Mercury Saturn

Planet Venus has a It’s the closest planet to It’s composed of
beautiful name the Sun hydrogen and helium

Jupiter Mars Earth

It’s the biggest planet in Despite being red, Mars It’s the third planet from
the Solar System is a cold place the Sun
 3,235.00
Big numbers catch your audience's attention
 Active Marketing List

● Accessory Buyers: Venus has a beautiful name, but also high temperatures
● Bloggers: Mercury is the smallest and innermost planet in the Solar System
● Computer Buyers: Saturn is the sixth planet from the Sun and the second-largest
● Current Customers: Jupiter is the biggest planet in the entire Solar System
● Home Appliance Buyers: Neptune is the farthest planet from the Sun
● Online Reviewers: Earth is the third planet from the Sun and where we all live on
 Map

Venus
Planet Venus has a
beautiful name

Mars
Despite being red,
Mars is a cold place
 Market Share
Venus
Planet Venus has a
beautiful name
Saturn
Mars
To modify this graph, 859 1000 Despite being red,
click on it, follow the Mars is a cold place
link, change the data
and paste the new
graph here
Jupiter
541
It’s a gas giant and
the biggest planet
 Sneak Peek
You can replace the images on
the screens with your own
work. Just delete these ones,
add yours and center them
properly
 Alternative Resources

Photos

● Side view pregnant woman drinking water

● Smiley woman working out on the beach

● Older man staying hydrated while traveling outdoors

● Older man outdoors enjoying the beach

 Resources
Photos
● Front view of woman training on the bea
ch
● Content black man posing with laptop
● Sitting ethnic teenager in checkered shirt
on curb
● Glass and jug with refreshing water
Smiley women staying hydrated while w
●
orking out on the beach
● Smiley woman working out on the beach
Vectors
● Colorful watercolor arrows
● Mix of brown, green, aquamarine, red an
d pink paints on white paper
● Abstract watercolor shapes covers collect
ion
● Abstract watercolor shapes covers pack
Icons
● Marketing Icon Pack