2 copies, 3 pages each
Subject: Case Preparation Assignment: Ideal Electronics Corporation
the class will be discussing “Ideal Electronics Corporation,” which begins o/a page 67 of your Curriculum Packet. It is quite possible that the material that we develop as a group will become the basis for our final write-up, which will be held in class on December 6th.
In order to insure that all students are prepared, and that our discussions are vigorous, I am assigning some written preparation for you to bring to class. This will be collected on day one of our discussion days, and will be graded. Please prepare typewritten answers to the following questions.
Questions to answer:
1. Summarize the facts in this case in five sentences.
2. As Alan Carter, what are the major issues facing you as you meet with George Morrison on the morning of February 24th?
3. What is George Morrison’s relationship to Alan Carter, from a political perspective? How much credence should Carter give to Morrison’s counsel.
4. What are Carter’s alternative courses of action, and which is the most appealing?
5. How are you going to handle the rest of the meeting?
Please be sure that your answers are justified by solid consideration of the case material. Please do not wander outside of the material, nor assume facts not included. Outlining your answers on a single sheet of paper is perfectly acceptable. Brevity, as always, is encouraged but not at the expense of thoroughness. I am available by email if you find yourself ‘stuck’ on any of these issues. As usual in case discussions, there are no ‘right’ answers or ‘wrong’ ones. What matters here is YOUR answer, and the consequences we’d face if that answer became a decision.
As always, you may study collaboratively with your classmates, but your written submission must be your work alone.
It is necessary for you to bring your CoursePack, notes, and a calculator to these discussions. I will be grading your participation in class.
Good luck!
Sales Presentation Project
COPY 1 Topic: clover pos machine https://www.clover.com/
COPY 2 Topic: 401K
You will be responsible for doing a complete sales presentation on the product/service of your choice. This project will include both a written and oral part. The guidelines for the written are listed below. The project is worth 40% of your grade broken down evenly for the written and oral parts (20% written and 20% oral presentation).
The written project has two distinct parts, Part I and Part II. Follow the directions given precisely.
Part I
You are to submit to me one typed copy of Part I (approx. 2-4 typed pages in length for Part I -double spaced is okay). USE MY OUTLINE FORMAT FOR THE INFORMATION REQUESTED AND DONT USE COMPLETE SENTENCES (e.g., In business for 20 years instead of We have been in business for the past 20 years). Be clear and concise. Staple Part I pages; do not have Part I bound or in a folder. Include your name and product/service name at the top of each page.
I. My product and firm
A. Product/service
Outline information about the product/service you are selling (what it is, how it works, how the buyer would use it).This should be written in easy-to-understand language (e.g. don’t copy this out of a brochure or technical product description).
B. My company
Outline information about the company you are representing (e.g. number of plants/offices, image, size, anything else that will be helpful for the buyer to know).
II. My buyer
A. The buying firm
Outline information about the company you are selling to. Give enough information so that the buyer can understand what the buying firm does and what product/service it is currently using (that you will replace with your product/service).Remember to include the title (and brief job description) of your buyer.
B. Buyers needs
1. Outline information about your buyer’s needs with regard to your type of product as far as you understand them now. You must provide enough information for the buyer to answer your needs identification questions and generally understand the situation. Note: you will be better off if you only list about two basic needs.
2. Buyers Customers Needs If you’re selling something that will be resold (e.g., you are selling Hunts Ketchup to Sam’s for them to sell to the public), you must include two sets of buyers needs: the needs of your customer (e.g. Sam’s) and the needs of your customers customer’s (e.g. person who walks into Sam’s to buy ketchup). Make sure the two lists are separated.
C. What you’ve done so far with this buyer and the buyers firm
Outline information about what you have done with this buyer to this point (e.g. results of previous meetings or phone conversations; material you have sent them to look at; conversations you have had with someone else in this buyers organization).
III. The buyers options
Provide enough information so that the buyer can easily understand his/her options
A. Your own product/service (Put actual name here. Include prices.)
1. Strengths
A., B., etc.
2. Weaknesses
A.., B., etc.
B. Direct competitor number one (Put actual name here. Include prices.)
1. Strengths
A., B., etc.
2. Weaknesses
A., B., etc.
C. Direct competitor number two (Put actual name here. Include prices.)
1. Strengths
A., B., etc.
2. Weaknesses
A., B., etc.
D. Indirect competitor (Put actual name here. Include prices.)
1. Strengths
A., B., etc.
2. Weaknesses
A., B., etc.
IV. Objectives
Outline your goals for this meeting (the presentation you will have in class).
A. Primary goal
B. Minimum goal
C. Optimistic goal
________________________________________
Part II
Submit one typed copy of Part II (approx. length of Part II is 4 pages-doubled spaced is okay) which follow the outline below. Include your name and product/service name at the top of each page.
I. Objections
Include an exhaustive list of all possible objections (minimum of 10). Number them (1,2,3,….). Use single space. Use 1st person form of pronouns and verbs (e.g., I don’t like . . .). Objections should fit on one page (use size 10 font and reduce page margins if necessary). These must be very specific to the scenario you have set up (e.g., not just something like, The value does not exceed the cost.).
II. Responses
On the next page of your paper tell how you would helpfully respond to each of the objections you just listed. Use 1st person style. Number them to correspond to the numbers on the “List of Objections” page.
Grading of the Paper
The paper is graded on the following points:
Professionalism–The extent to which you use correctly spelled words, correct phrasing, and follow the required outline and directions exactly.
Extent to which you provide the required information. For example, do you list at least
10 strong, unique objections? Can your buyer understand the scenario easily because
you are using non-technical language? Etc…
