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Case
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Reference no. 508-012-1
Subject category: Marketing
Authors: Gaëlle Moal-Ulvoas (Brest Business School)
Published in: 2008

Abstract

This is the first of a two-case series (508-012-1 and 508-013-1). Both cases can be used independently. A young and ambitious sales representative is hired by ''Scientists On Assignment'', the number one provider of scientific temporary help services in the United States. In charge of business development for a smaller branch, he is going to: (1) learn to structure sales interviews; (2) convince new clients to use the company''s services; and (3) develop existing client accounts. This case contains 5 role-plays of increasing complexity. They can be used in a progressive fashion, as suggested in the case, or separately, in order to have the student practice a specific negotiation context (exploratory interview with a prospect, objections handling, service delivery trouble-shooting, new products presentation). The case contains a wealth of scenarios which provide enough teaching material for one or more tutored sessions and a final exam, depending on the instructor''s needs. Professional sales tools are provided for students: (1) a business card; (2) a company brochure; (3) a description of services; and (4) a list of service rates.
Location:
Size:
Small-to-medium sized enterprise

About

Abstract

This is the first of a two-case series (508-012-1 and 508-013-1). Both cases can be used independently. A young and ambitious sales representative is hired by ''Scientists On Assignment'', the number one provider of scientific temporary help services in the United States. In charge of business development for a smaller branch, he is going to: (1) learn to structure sales interviews; (2) convince new clients to use the company''s services; and (3) develop existing client accounts. This case contains 5 role-plays of increasing complexity. They can be used in a progressive fashion, as suggested in the case, or separately, in order to have the student practice a specific negotiation context (exploratory interview with a prospect, objections handling, service delivery trouble-shooting, new products presentation). The case contains a wealth of scenarios which provide enough teaching material for one or more tutored sessions and a final exam, depending on the instructor''s needs. Professional sales tools are provided for students: (1) a business card; (2) a company brochure; (3) a description of services; and (4) a list of service rates.

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Location:
Size:
Small-to-medium sized enterprise

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