case study #5 “Universal Control Corp”
Please read the case and write substantial answers to the questions at the end of the case. You may wish to use the attached Excel spreadsheet or Google Sheet to re-sort and analyze your portfolio of customers in this case. It is the same chart on page 239 of th SELL 6th edition textbook. In order to fully analyze this case and answer the questions, you will need to look at the chart on page 239 (or the linked spreadsheet below) carefully.
For Question 1, add a column to the spreadsheet showing your classification name for each account (you will group accounts into three or four classifications –your choice).
For Question 2, answer the question as stated in the case on page 239: “What problems do you find with the previous allocation of calls on these accounts?”
For Question 3, assume you will make about the same total number of annual sales calls as your predecessor. How would you re-allocate your sales calls among these accounts? Add another column to the spreadsheet, and show your re-allocation of number of sales calls in your chart (spreadsheet) for each account.
(Submit your revised chart (spreadsheet) as part of your answers to this case study)
(Ignore the “Role Play” part of the case.) (I have attached the excel sheet And page 239)
Please keep this assignments seperate
Role play #1 (In script form) “self team leadership”
Please read the role-play scenario in Chapter 10, p. 241, “Business Technology Solutions Inc.” In this role-play, you have the opportunity to demonstrate your team leadership skills in a tough situation. Do your own research about how to have difficult conversations at work. (Ignore the instruction in the textbook regarding Stephen Covey’s six teamwork skills. While valuable, they apply to relationships over time and cannot be demonstrated in a single role-play exercise.) Read the rubric for this assignment. The rubric is not intended to prescribe how you should conduct the conversation, but all elements described in the rubric should be present in some way in your discussion.
NOTE: It is a mutual problem-solving session.
RESTRICTION: In this script, the sales support team is not understaffed or overworked. Hiring more people is not allowed as a solution to the problem(s).
Required: 2 (or a few more). You are in the role of the Account Manager. You will use one or more helper-actors to play the role of the sales support team. Your helper-actors should also contribute feedback and suggestions during the script.
(I have attatched the rubric and page 24)
