Professional Sales Term ProjectAnthony Aleong, Colin MacInnis, Ryan Duggan, Thomas Clark
C.A.R.T
Shopping
Case #4189
C.A.R.T
Case #4189Category: Professional SalesCode Name: Operation FridgeProduct: Full Sized FridgePrice Range: $700-$1,000
THE PLAN• Shop at various retailers• Locate fridges & salespeople• Execute a situational-need story• Analyze effectiveness of sales presentations• Maintain anonymous identity
J.R. Rahey’s• Retailer: J.R. Rahey’s• Customers: Thomas & Ryan• Communication Styles: Amiable• Salesperson: Bill
Case #: 217 Shopping C.A.R.T
SEARS• Retailer: Sears• Customers: Colin & Ryan • Communication Styles: Expressive• Salesperson: Shelly
Case #: 218 Shopping C.A.R.T
MAYTAG• Retailer: Maytag• Customers: Colin & Ryan • Communication Styles: Driver• Salesperson: Failed to Obtain
Case #: 219 Shopping C.A.R.T
HOME DEPOT• Retailer: Home Depot (Online)• Agent: Anthony • Code Name: The Aleong Stallion• Uncover Identity: E-Customer• Communication Style: Amiable• Salesperson: Jennifer
Case #: 220 Shopping C.A.R.T
Attribute Importance Rank
Firm Performance
Score
Price 8 8 64
Salesperson Knowledge
7 7 49
Delivery 5 4 20
Warranty 3 4 12
Helpfulness 6 7 42
Total 187
Attribute Importance Rank
Firm Performance
Score
Price 8 9 72
Salesperson Knowledge
7 4 28
Delivery 5 5 25
Warranty 3 4 12
Helpfulness 6 4 24
Total 161
Attribute Importance Rank
Firm Performance
Score
Price 8 8 64
Salesperson Knowledge
7 7 49
Delivery 5 4 20
Warranty 3 4 12
Helpfulness 6 7 42
Total 187
Attribute Importance Rank
Firm Performance
Score
Price 8 6 36
Salesperson Knowledge
7 5 35
Delivery 5 2 10
Warranty 3 3 9
Helpfulness 6 4 24
Total 114
SEARS
MAYTAG
J.R. RAHEY’S
HOME DEPOT
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