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Aurore Cosmetics: Course Name: Personal Selling & Sales Management Course Code: MKT-403

The document discusses two cases: 1) Aurore Cosmetics customer faith and business restoration case where a sales representative was removed for misconduct. The summary provides steps the new representative Mayank could take such as acknowledging the problem, offering an incentive to the customer to come back, and ensuring future mistakes will be addressed. 2) A case proposing a "Salesman-for-a-Day" program where sales students would job shadow salespeople. The summary argues the program should be adopted as it provides important real-life sales experience and is easy to implement.

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Ehsan Abir
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42 views

Aurore Cosmetics: Course Name: Personal Selling & Sales Management Course Code: MKT-403

The document discusses two cases: 1) Aurore Cosmetics customer faith and business restoration case where a sales representative was removed for misconduct. The summary provides steps the new representative Mayank could take such as acknowledging the problem, offering an incentive to the customer to come back, and ensuring future mistakes will be addressed. 2) A case proposing a "Salesman-for-a-Day" program where sales students would job shadow salespeople. The summary argues the program should be adopted as it provides important real-life sales experience and is easy to implement.

Uploaded by

Ehsan Abir
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
You are on page 1/ 3

CASE SOLVE ON

Aurore Cosmetics
(Customer faith and business restoration) &

Sales and Marketing Executives of Greater Boston, Inc.


(Sales and Marketing Management Association—Proposed Salesman-for-a-Day Program)

Course name: Personal Selling & Sales Management


Course code: MKT-403

Submitted to: Submitted by:

Mamtaj Akter Salah Uddin

Associate Professor ID: 1745

Department of Marketing Session: 2016-17

Jahangirnagar University Department of Marketing

Savar, Dhaka-1342 Jahangirnagar University

Date of Submission: 28 February 2021


CASE 1-1
Aurore Cosmetics
Customer faith and business restoration
Ans.:
First step Mayank can take: Solve the Problem
Jabby has an issue with the former representative this is the problem. So, first of all Mayank
should acknowledge to Jabby that former sales representative removed by the company
consequence of his guilty.
Ask to Talk:
Mayank can arrange a valuable customer rewarding program and ask to Jaddy for joining to
the program in which other customers give speech on company’s positive sides. Then he should
try to collect feedback from Jebby.
Give an Incentive to Come Back:
Jabby gets a valuable rewards from Soleil, which is another issue. So, Mayank must be offer
to Jabby a greater reward than Soleil.
Take the Responsibility:
Mayank should be assured that if any mistake occurs in future he will take the responsibilities.
CASE 1-2
Sales and Marketing Executives of Greater Boston, Inc.
Sales and Marketing Management Association—Proposed Salesman-for-a-Day Program
Ans.:
Yes, Boston SME chapter should have adopted with the Tom Alden’s proposal because of two
reasons: importance of real life salesmanship experience and ease of applying the proposal.
Salesmanship is a skill used by a salesperson in personal selling. Effective sales executives
understand the theoretical implications and have studied how the ideas apply to and function
in reality, generally through field experience. Although many sales executives, some of whom
are extraordinary, have little to no marketing experience, it is the standard road to sales
management. Sales executives must be comfortable enough with real-world marketing
situations—and how they evolve over time—to grasp the challenges that salespeople face on a
regular basis. Another benefits gain from real life experience like: asking the right questions,
sounding like an expert, capturing and keeping attention, earning trust, setting and achieving
goals etc.
Then this proposal cope up with the student’s principle and salesman’s regular activities. Other
advantages are salesman are fully free to choose their own partner and full communication plan
through online.
These are some points, which give advantages for accepting this proposal.

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