BMBM 32113
BMBM 32113
Sales Management
Caselet5.1: Managing Buying Dynamics at Hughes Aircraft
Lecturer Name: Ms. Santhi Govindan
Group Members:
Eng Chien Ting 1100843 Lai Shu Juan 1200836
Eo Yiling 1200865 Dipaq Raj 1000120
Ang Lean Thai 1100210 Muhammad Fadli 1100620
Table of Contents
Cover page ------------------------------------------------------------------------------------------- pg 1
Table of Contents ----------------------------------------------------------------------------------- pg 2
Summary of Caselet 5.1 --------------------------------------------------------------------------- pg 3
Question 1 ------------------------------------------------------------------------------------------- pg 4
Question 2 ------------------------------------------------------------------------------------------ pg 4-5
Question 3 ------------------------------------------------------------------------------------------ pg 6-7
.
Summary of Caselet 5.1:
Characters:
1.) Fred Johnson
Sales Manager with WRT Electronics. Lead a Sales Engineers team.
His Sales Engineers team calls upon Equipment manufacturers (Southern California).
2.) Hughes Aircraft
Large manufacturer.
Multiple contacts with governments.
Supply helicopters, communication equipments and weapons systems to militaries.
Serviced by WRT.
3.) Ron Hartley
Sales Engineer from WRT.
Visit to Satellite Communication Division in Los Angeles.
1st, told by Sharon Reynolds (Purchasing admin), that WRT will be in bidding war for RFQ.
Bidding term: Primarily upon Price.
2nd ,told by Matma Singh (Design engineer)
Bidding term: Primarily upon Suppliers’ standard & criteria.
3rd, told by Ralph Jackson ( Hughes’s Quality Assurance Manager)
Bidding term : Initial contract (6months), multi-year contract will be signed according to components’ quality.
In this situation,
Sales Management
Caselet5.1: Managing Buying Dynamics at Hughes Aircraft
Lecturer Name: Ms. Santhi Govindan
Group Members:
Eng Chien Ting 1100843 Lai Shu Juan 1200836
Eo Yiling 1200865 Dipaq Raj 1000120
Ang Lean Thai 1100210 Muhammad Fadli 1100620
Table of Contents
Cover page ------------------------------------------------------------------------------------------- pg 1
Table of Contents ----------------------------------------------------------------------------------- pg 2
Summary of Caselet 5.1 --------------------------------------------------------------------------- pg 3
Question 1 ------------------------------------------------------------------------------------------- pg 4
Question 2 ------------------------------------------------------------------------------------------ pg 4-5
Question 3 ------------------------------------------------------------------------------------------ pg 6-7
.
Summary of Caselet 5.1:
Characters:
1.) Fred Johnson
Sales Manager with WRT Electronics. Lead a Sales Engineers team.
His Sales Engineers team calls upon Equipment manufacturers (Southern California).
2.) Hughes Aircraft
Large manufacturer.
Multiple contacts with governments.
Supply helicopters, communication equipments and weapons systems to militaries.
Serviced by WRT.
3.) Ron Hartley
Sales Engineer from WRT.
Visit to Satellite Communication Division in Los Angeles.
1st, told by Sharon Reynolds (Purchasing admin), that WRT will be in bidding war for RFQ.
Bidding term: Primarily upon Price.
2nd ,told by Matma Singh (Design engineer)
Bidding term: Primarily upon Suppliers’ standard & criteria.
3rd, told by Ralph Jackson ( Hughes’s Quality Assurance Manager)
Bidding term : Initial contract (6months), multi-year contract will be signed according to components’ quality.
In this situation,