Case Analysis SmartLook
Case Analysis
March 17, 2014
MAR-310 OL10-Principles of Sales
Mentor’s Name: Professor Bernstein
Introduction to Case Study The main purpose of this case study is to critically analyze what type of selling strategy the manufacturing company will use when faced with the buying strategy of SmartLook. SmartLook is a retail company looking to place an order with our manufacturing company but in order to do so all needs to go well at our meeting with their vice president of marketing, purchasing manager, and designer so they could place a trial order with our company. The issue that arises with them wanting to place a trial order with our manufacturing company is they would like the trial order which is smaller than orders we normally take while at the same price as a large quantity order and they would like their order ready within two weeks when our company normally has orders ready in a month. SmartLook is a company that likes to buy low and sell high while my company prefers to sell high so this is another situation that we will end up having to discuss in this case study as well as the others listed previously.
Significance of Adaptive Selling Adaptive selling plays a major role in this case study since the company SmartLook is asking our company to do things we do not usually do like taking on a trial order smaller than our usual orders and producing an order faster than our usual manufacturing time. Since I am the salesperson going to meet with the vice president of marketing, designer, and purchasing manager I am going to have to adapt my sales presentation since this is going to be a sales presentation like no other. Immediately the knowledge I have acquired based on SmartLook’s company’s objectives of buy low and sell high will assist me in changing my sales presentation in order to obtain this company’s business. I would have to use the adaptive selling technique in order to offer SmartLook the two week time for their trial order. I
March 17, 2014
MAR-310 OL10-Principles of Sales
Mentor’s Name: Professor Bernstein
Introduction to Case Study The main purpose of this case study is to critically analyze what type of selling strategy the manufacturing company will use when faced with the buying strategy of SmartLook. SmartLook is a retail company looking to place an order with our manufacturing company but in order to do so all needs to go well at our meeting with their vice president of marketing, purchasing manager, and designer so they could place a trial order with our company. The issue that arises with them wanting to place a trial order with our manufacturing company is they would like the trial order which is smaller than orders we normally take while at the same price as a large quantity order and they would like their order ready within two weeks when our company normally has orders ready in a month. SmartLook is a company that likes to buy low and sell high while my company prefers to sell high so this is another situation that we will end up having to discuss in this case study as well as the others listed previously.
Significance of Adaptive Selling Adaptive selling plays a major role in this case study since the company SmartLook is asking our company to do things we do not usually do like taking on a trial order smaller than our usual orders and producing an order faster than our usual manufacturing time. Since I am the salesperson going to meet with the vice president of marketing, designer, and purchasing manager I am going to have to adapt my sales presentation since this is going to be a sales presentation like no other. Immediately the knowledge I have acquired based on SmartLook’s company’s objectives of buy low and sell high will assist me in changing my sales presentation in order to obtain this company’s business. I would have to use the adaptive selling technique in order to offer SmartLook the two week time for their trial order. I