Instruction on Case Study The aim of practicing case study is to provide students more exposures in real business environment where they can observe all kinds of situations salespeople often experience. In the meantime, students can apply what they have learned from classroom and textbook into scenarios to consolidate their knowledge, skills and techniques, and build up their confidence in challenging situations.

The requirements: 1. This is individual case study 2.The report total of 10 points a. Cover page 2 points i. Title of work ii. Course number iii. Date of submission iv. Name and Student ID of each students b. Main body case-focused 3 points i. Summary of the case, e.g. background, current situation, roles, whats happened, outcomes / consequences ii. Key points that attract you or you think are in need of change, solutions, etc. c. Answers to the questions 3 points i. Point of view first, e.g. The caller doesnt do it professionally. ii. Explanation, e.g. The reason why doesnt he do it professionally? iii. Evidences from the case, e.g. He has to introduce himself first d. Language 2 points i. No or minimal errors in grammar ii. No or minimal errors in spelling iii. Language is precise and concise Questions: Hanson College_MKT3680 2

1.What problems do you see with Craigs H2G sales call?

2.If you were Craigs sales manager, what would you recommend he do to improve his chances of succeeding?