CASE 3-1 OMNICO, INC.: FOLLOW UP ON THE GOLF COURSE
Table of contents
Title Page……………………………………………………………………………………………………1
Table of Contents………………………………………………………………………………………..2
Statement of the Problem…………………………………………………………………………….3
Summary of the Facts………………………………………………………………………………….3
Analysis……………………………………………………………………………………………………..4
Recommendation…………………………………………………………………………………………4
Conclusion………………………………………………………………………………………………….5
References……………………………………………………………………………………………….…6
Statement of the Problem
One of the problems that Buddy noticed through a market research report was that Omnico, Inc. was well bellow the industry average in customer retention. They are not going to be able to maintain a long- term relationship with their current clients. This is a big problem for this company because in my own experience it costs more time to attract new customers than it does to retain existing customers.
Summary of the Facts
Buddy Towers is the sales managers of Omnico, Inc. He has a lot of experience on the sales field. He has been the top- producing salesperson for 20 of the last 35 years; therefore, he knows how to interact with customers. The CEO/ president of this company was completely sure that Buddy will do a great job on everything he was planning to do to resolve the problem but some of the salespeople disagree with Buddy’s ideas to offer to pay for golf lessons to build a closer relationship with their key customers.
Laura Kilburn was the most affected with this idea. According to her statement, “Today’s customers don’t come back to us because they’re our golfing buddy; in fact many of mine don’t even golf” (Spiro, Stanton & Rich 2008). I agreed with one of her arguments that she mentioned on the case that says “follow-up is more important than playing games with the customers” (Spiro, Stanton & Rich 2008).
Analysis
They both have good arguments but I will stay on Laura’s side. I think it is more important to keep
Title Page……………………………………………………………………………………………………1
Table of Contents………………………………………………………………………………………..2
Statement of the Problem…………………………………………………………………………….3
Summary of the Facts………………………………………………………………………………….3
Analysis……………………………………………………………………………………………………..4
Recommendation…………………………………………………………………………………………4
Conclusion………………………………………………………………………………………………….5
References……………………………………………………………………………………………….…6
Statement of the Problem
One of the problems that Buddy noticed through a market research report was that Omnico, Inc. was well bellow the industry average in customer retention. They are not going to be able to maintain a long- term relationship with their current clients. This is a big problem for this company because in my own experience it costs more time to attract new customers than it does to retain existing customers.
Summary of the Facts
Buddy Towers is the sales managers of Omnico, Inc. He has a lot of experience on the sales field. He has been the top- producing salesperson for 20 of the last 35 years; therefore, he knows how to interact with customers. The CEO/ president of this company was completely sure that Buddy will do a great job on everything he was planning to do to resolve the problem but some of the salespeople disagree with Buddy’s ideas to offer to pay for golf lessons to build a closer relationship with their key customers.
Laura Kilburn was the most affected with this idea. According to her statement, “Today’s customers don’t come back to us because they’re our golfing buddy; in fact many of mine don’t even golf” (Spiro, Stanton & Rich 2008). I agreed with one of her arguments that she mentioned on the case that says “follow-up is more important than playing games with the customers” (Spiro, Stanton & Rich 2008).
Analysis
They both have good arguments but I will stay on Laura’s side. I think it is more important to keep
References: Alys Consulting (2012, September 16). What are the qualities of a good sales representative? Retrieve from http://www.repglobal.net/sales_representatives/know_how/rep_qualities.php Spiro, Stanton & Rich R.L., G.A., W.J. (2008). Management of a sales force. New York City, NY.:McGraw Hill.