Reference no: EM132852600

CRM 400 Sales and Technology - Seneca College

Assignment

In this assignment you are to read the attached case on Stark Industries and answer the questions noted in the case. Your answer should be based on the information presented in the case as well as what you have learned in Modules 5, 7&8.

In this assignment you will play the role of the Stark salesperson. Your job is to use the information presented in the case and your owninternet research to identify and prioritize potential real-life Canadian customers Stark should target.

What is to be submitted

Your report should contain the 5 sections noted below (additional details are in the case questions):
1. Title Page
• Your name, subject, section, date, the professor's name, assignment title.
2. Prioritized List of accountsby channel & overall
• Refer to case questions for more detail.
• No set length, but answers should be long enough to answer case questions fully.
• This section should contain a ranked list of 10 real-lifeCanadian companies split into 2 groups of 5 accounts. One group for each channel of business as described in the case. Your list should be prioritized within each sub-group, plus an overall ranking (first to 10th) of all 10 accounts.
• You must:
o Rank those accounts within subgroups in the order you want to target them
o Provide an additional list of all 10 accounts ranked in the order you would target them.

3. Overall Account Selection Criteria and Prioritization Rationale
• No set length - but explanations should be sufficiently detailed to answer assignment questions.
• This section should explain:
o What was your reasoning process to pick those specific accounts (out of all the possible choices you could have made)? For example - Account size, prestige, geographic location?
o Why you ranked the accounts in the order you did (by sub-group). What was the reasoning process you used for this? Discuss the factors you used to rank ? How and why did you weigh the factors? For example: if you considered geographic location of their head office as the most important factor, why did you select that?

4. List of 5generic questions you would like to ask all the accounts in your first meeting with them. (i.e.: only 5 question total)
• Briefly explain the reason for each question (what are you hoping to find out by asking that specific question?)
• For each question note the type of question:whether it's open vs closed ended.
• For each question note the category of the question (reactive, etc) noted in Module 5.
• No set length - but your questions and reasons for them should be sufficiently detailed to explain your choice clearly.

5. Information Sources.
• Note and provide links to any websites used in your research.

Attachment:- Sales and Technology.rar