ACT Case Studies
MKTG 311 4B
Date: November 23, 2006
Case No. 1 ? "Reviewing the Prospect Base"
a) Designer's Associate can be ignored immediately as a prospect for making a potential purchase.
Referring to the date, the four contacts that I would call immediately are:
Able Profit Machines, Inc
Landers Engineering
Johnson and Associates
Murray D'Zines
c) Referring to dollar amount of sales, the four contacts I would call first are:
Mercy Hospital
Able Profit Machines, Inc.
Modern Designs
Ellis Enterprises
d) The prospecting information that Pat Silvia appears to use are; endless chain referrals and preprinted file cards.
Case No. 2 ? "Planning Presentation"
The five accounts that have already had a need discovery are:
International Studios
Lakeside Clinic
Computerized Labs
Able Profit Machines, Inc
Big Tex Auto Sales
The two accounts that are scheduled for a need discovery are::
General Contractors
Excellent Software
The six accounts that are likely to buy but have not yet had a need discovery are:
Ellis Enterprises
Computer Products
Quality Builder
Landers Engineering
Mercy Hospital
Aeroflot Airlines
The two accounts that require a product solution configured are::
Big Tex Auto Sales
International Studios
The three accounts that do not have a network and appear to be ready for a sales presentation are:
Case No. 3 ? "Custom Fitting the Demonstrations"
1. The two accounts that need a demonstration of the speed and power capabilities are:
General Contractors
Big Tex Auto Sales
2. Computer Products
3. Johnson and Associates, Lakeside ...