Unemployment - Case Study
CASE STUDY I. INTRODUCTION
Selling and operations are considered practical, doing activities, and sales people and sales manager can often be heard complaining that’s something is OK in theory but not in practice; implying that theory has no role in selling. However, even sales practices based on notions such trial and error, or experience depends on the presence of a set law-like propositions or theories. These typically exist as mental models that guide behavior but they are nonetheless, theoretical.
Therefore we consider theories of selling, by studying the decision-making process of buyers. II. STATEMENT OF THE PROBLEM
Problem in the case study: 1. How will Jan maintain good rapport and close the deal of the purchase. 2. Jan inexperienced customers and unsure of his ability to explain the product in the new surroundings to a more technical audience. 3. He is also worried about demonstrating the product to the office staff since one of the advantage which will become apparent at any such demonstration is the potential staff savings of the equipment. 4. Jan is dejected and He thinks where did he go wrong and what will he do now?
III. PRESENTATION OF DATA
Jan Bronowski is a salesperson and has the ability in selling appropriate products to customers need, answering any questions is his capability to communicate. With his being good communicator, he convince and get good harmonious relationship and close to deal of purchase.
Jan needs to assure that before he explain to the new surroundings he must be knowledgeable and he learned what his being explain so he need to study first before he proceed to explanation.
Jan dejected as it means Jan can’t continuously become demonstrating the products because only purchasing manager can do what he will do. Jan worried so that he need to talk the supervisor who promoted him as direct business division to also get information about the company premises. IV. OBSERVATION
The purchasing manager is upset
Selling and operations are considered practical, doing activities, and sales people and sales manager can often be heard complaining that’s something is OK in theory but not in practice; implying that theory has no role in selling. However, even sales practices based on notions such trial and error, or experience depends on the presence of a set law-like propositions or theories. These typically exist as mental models that guide behavior but they are nonetheless, theoretical.
Therefore we consider theories of selling, by studying the decision-making process of buyers. II. STATEMENT OF THE PROBLEM
Problem in the case study: 1. How will Jan maintain good rapport and close the deal of the purchase. 2. Jan inexperienced customers and unsure of his ability to explain the product in the new surroundings to a more technical audience. 3. He is also worried about demonstrating the product to the office staff since one of the advantage which will become apparent at any such demonstration is the potential staff savings of the equipment. 4. Jan is dejected and He thinks where did he go wrong and what will he do now?
III. PRESENTATION OF DATA
Jan Bronowski is a salesperson and has the ability in selling appropriate products to customers need, answering any questions is his capability to communicate. With his being good communicator, he convince and get good harmonious relationship and close to deal of purchase.
Jan needs to assure that before he explain to the new surroundings he must be knowledgeable and he learned what his being explain so he need to study first before he proceed to explanation.
Jan dejected as it means Jan can’t continuously become demonstrating the products because only purchasing manager can do what he will do. Jan worried so that he need to talk the supervisor who promoted him as direct business division to also get information about the company premises. IV. OBSERVATION
The purchasing manager is upset