Act Case Studies

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 Clinic

4. Able Profit Machines, Inc