Management Consultancy
University of San Carlos
School of Business and Economics
Department of Business Administration
ENTREP 31 – ENTREPRENEURIAL MARKETING
9:00 AM to 10:30 AM M-W JWC 434 MC
2nd Semester November 2011 to March 2012
By: Amor Ofquera
To:
Mr. Jimmy U. Lucero
February 29, 2012
Case 2.1 Reynolds & Reynolds 1. How is the effective of team selling demonstrated by the Reynolds team, and what are some of the disadvantages to this method in this particular case? * The Reynolds team demonstrated the effective team selling because Reynolds provided the needs of American Ford for a new retention plan to boost service sales, and Reynolds group effectively presented their marketing strategies and tied up the deal successfully and when Sherman established the contact with American Ford thru that Reynolds team brings together the appropriate people needed to make the sales call, they take place over the phone, in person, and on that way the customer can be quickly provided with a wide range of information, ideas and even decisions.
2. How did the Reynolds team successfully execute the following critical roles in sales: client access, client education/persuasion, and fulfilment? * Reynolds successfully execute their client access when they established the contact to have an access to the dealer which is the American Ford to talked with them more about a new initiative from Ford and they have mailings to customers that could be sorted by area code. For the client education/persuasion they presented the report with the customers to determine just who the dealership’s customer base and they helped to figure out the best way to implement their program to allow the dealership to customize its mailings for the customers who are active and those who are inactive. The fulfilments, Reynolds build a loyalty among to the customers and they keep coming back because they help dealers to better understand their customer base.
Case 3.1
School of Business and Economics
Department of Business Administration
ENTREP 31 – ENTREPRENEURIAL MARKETING
9:00 AM to 10:30 AM M-W JWC 434 MC
2nd Semester November 2011 to March 2012
By: Amor Ofquera
To:
Mr. Jimmy U. Lucero
February 29, 2012
Case 2.1 Reynolds & Reynolds 1. How is the effective of team selling demonstrated by the Reynolds team, and what are some of the disadvantages to this method in this particular case? * The Reynolds team demonstrated the effective team selling because Reynolds provided the needs of American Ford for a new retention plan to boost service sales, and Reynolds group effectively presented their marketing strategies and tied up the deal successfully and when Sherman established the contact with American Ford thru that Reynolds team brings together the appropriate people needed to make the sales call, they take place over the phone, in person, and on that way the customer can be quickly provided with a wide range of information, ideas and even decisions.
2. How did the Reynolds team successfully execute the following critical roles in sales: client access, client education/persuasion, and fulfilment? * Reynolds successfully execute their client access when they established the contact to have an access to the dealer which is the American Ford to talked with them more about a new initiative from Ford and they have mailings to customers that could be sorted by area code. For the client education/persuasion they presented the report with the customers to determine just who the dealership’s customer base and they helped to figure out the best way to implement their program to allow the dealership to customize its mailings for the customers who are active and those who are inactive. The fulfilments, Reynolds build a loyalty among to the customers and they keep coming back because they help dealers to better understand their customer base.
Case 3.1