MKT308 Module 5 Case Assignment
Each case was chosen because it allows you to apply the information contained in the chapters. Many people are under the impression that in marketing, there are no right and wrong answers. Each decision is based on the marketer’s personal opinion. In reality, that is not true. There are consequences to each decision and as a result, there are right and wrong decisions. In each of the cases, there are right and wrong answers. When answering a question, unless the question states, “in your opinion,” the answer relates to specific information that can be found in the textbook. The information can be obtained in any module that has been presented up to that point. This allows you to see the relationship between the various concepts presented in the textbook.
The cases must be at least 2 pages, font size of 12, times new roman, and double-spaced. If you find that your case is less than that, you are definitely missing something.
Complete and submit the following case assignment:
Assignment: Answer questions 1-4.
1. Using questions in the sales presentation Approach can achieve certain objectives. Identify those objectives and their importance to the overall sales process. What type(s) of question(s) does Michael ask, identify and describe two of them.
2. Does Michael use the SELL sequence and FAB in his presentation? If you believe so, identify 2 instances. Describe the scenario.
3. In your opinion, which sales presentation method did Michael use? Explain your answer and describe specific examples to support your answer.
4. Explain the Customer Benefit Plan and describe if Michael used it in his presentation. If he did use it, describe the specific points he makes.
Submit your assignment via the Assignment box no later than Sunday 11:59 PM EST/EDT. (This Assignment may be linked to Turnitin.)