Management Consultancy

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University of San Carlos
School of Business and Economics
Department of Business Administration

9:00 AM to 10:30 AM M-W JWC 434 MC
2nd Semester November 2011 to March 2012

Amor Ofquera

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 Ethical Selling at Perfect Solutions
1. Describe the situation faced by both Scott Patterson and Larry Ingram. * Scott Paterson is a Salesperson for Perfect Solution; Larry Ingram is the CEO of one of Scott’s best distributors. Ingram’s company has been distributing Perfect Solution’s products for over 10 years. In addition, However, Scott seems to be doing things that may affect Ingram’s sales. Recently, Scott signed up Barber Distributing to distribute and sell to his company’s products. Ingram found out about this relationship when Scott’s new client, Barber Distributing, sold to one of Ingram’s customers at a price 10 percent under normal list price to get the DIS project. Ingram places pressure on Scott to get him the best price for the bid or lose his business.

2. What would you do if you were Scott Paterson?
* If I were Scott Patterson, I will tell the truth to Ingram that the one truck load of the Bond-do-Perm is not available within two months and I cannot delivered within a few weeks, and once the one truck is already available I will deliver on time. It’s better to be honest than lied to the distributors because the truth will reveal. And after that I will make it up for him to stay to distribute the product to his company. And I will do a lot of explanation for him to understand why I signed up to Barber distribution.

3. What would you do if you were Larry Ingram?
* If I were Larry Ingram, same him, I was upset because he signed up to his own competitors which is the Barber Distribution and I cannot understand until he will not explained clearly of what are the reasons why Scott do that to my company. All I have to do is to find another strategy for me to bid the price of Barber Distribution, and I will tell Scott that I cannot promise that I can stay longer on his company because I have to make my sales up and how can I do that if my own competitor are also distributing to the...
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