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Case Study One - Doc

The document outlines a case study and proposal for a "Salesman-For-A-Day" program introduced by Steve Boston, president of Sales and Marketing Executives of Greater Boston, Inc. The program aims to increase graduate student interest in sales careers by having them spend a day with a salesperson to experience the realities of selling. It recommends evaluating students' experiences and having successful salespeople give seminars and presentations to educate students about sales careers. The proposal suggests implementing the program and controlling the process to ensure students get an accurate understanding without being misled.

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705 views2 pages

Case Study One - Doc

The document outlines a case study and proposal for a "Salesman-For-A-Day" program introduced by Steve Boston, president of Sales and Marketing Executives of Greater Boston, Inc. The program aims to increase graduate student interest in sales careers by having them spend a day with a salesperson to experience the realities of selling. It recommends evaluating students' experiences and having successful salespeople give seminars and presentations to educate students about sales careers. The proposal suggests implementing the program and controlling the process to ensure students get an accurate understanding without being misled.

Uploaded by

chickoooo
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as TXT, PDF, TXT or read online on Scribd
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case study one.

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Case Study

Sales And Marketing Executives Of Greater Boston, Inc.

1-> Situation Analysis:À


SME, Steve Boston, president Boston Inc. realized that there is lack of interest
of graduate students to opt for sales and marketing as their carrier may be due
to lack of knowledge into the world of selling so introduces a program
â Salesman-For-A-Dayâ proposed by Tom Alden emphasis on that every student should
spent a whole day in field with sales person of SME to real experience and know
about the thick and thin ,lacunae of selling.

------------***---------

2->Assumption and Missing Information:À


As the program also runs as recruitment program, students should be provided
with all detail information about the job profile viz. salary package,
promotion, insurance,
T.A and D.A, carrier path etc.

--------------***----------

3->Statement Of Problem:À
There is no appreciation for selling job as carrier as student most of them are
beginner has no insight knowledge for selling and consider it low profile job
due to prestige issue.

-------------***--------

4->Development of Alternatives :->


*To get student acquainted with selling job student should be sent to field one
sales person SME for whole day for better knowledge .
*seminar should be conducted.
*lecture and presentation by highly experienced and successful salespersons
should be organized.
--------------***-----

5->Evaluation and Recommendation :->


*Sales process and student should be scrutinized.
*One day trainee should be volunteered to share and motivate his/her experience
with other graduates and persue them to take selling as their carrier.

---------------***----

6->Implementation->
Graduates should be sent for day, selling with salespersons be it door-to-door
to know about consumer behavior purchasing ability.

-----------------***-------
7->Evaluation and ControlÀ
*Oneâ to-one interaction of sales manager, salesperson and students over dinner
in a month should be organized for self analysis.
*control can be done by avoiding any discripriences in sales process which may
divert the student.

----------------***--------

Submitteb By:--

Deepak Yadav,

Roll No. 01,

Batch-UG 2009-12

IIPM,Gurgaon.

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