Sales Management

A.
Preparation
:
a.
Read the case study through very quickly, just to get an
overview of what’s going on, who’s involved, and what kind
of information is available.
b.
Next, read the case study again, but thoroughly. Underline
relevant information and take notes on potential areas of
concern.
c.
Next, be ready to address the following questions:
B.
Assessment
:
a.
“What’s the case about? What’s the problem?”
b.
“How serious is the situation?
”
c.
“How successful is this [firm/protagonist]?”
d.
“How
attractive is the business opportunity under
consideration?”
e.
“What’s at stake here?”
C.
Diagnosis
:
a.
“What is the most significant problem/challenge faced by
the [firm/protagonist]?”
b.
“Who or what is [responsible/to blame] for the crisis faced
by the [firm/prot
agonist]?”
c.
“Why has the [firm/protagonist] performed so well/poorly?
d.
“What potential solutions can you identify? What data or
information do you have to support each one?”
D.
Recommendation/Action
:
a.
“Which of the options would you pursue?
Why? What
assumption
s and evidence on you counting on to be true?”
b.
“What would you recommend to the [firm/protagonist]?
c.
“What is your plan of action?
How will you implement your
recommendation?

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