Your computer $/$ MKTG $754-$Wee...on Case Study

$56|$ PART I Salea Managomant and Strategy

CASE $2$ Royal Corporation

As Mary Jones, a third$-$year sales representative for Royal Corporation, reviewed her call plar for the following day, she thought about her sales strategy. It was only July, but Jones was alread well on her way toward making $2005$ her best year so far with the company financially. In $200$ she had sold the latgest dollar volume of copiers of any sales representative in Eastern Canad and had been the third most successful rep in the country.

But Jones was not looking forward to her scheduled activities for the next day. In spite o her excellent sales ability, she had not been able to sell one of the products: the Royal Corporat Copy Centre $($CCC$).$ This innovative program was highly touted by Royal upper management, and Jones was one of the few sales reps in her office who had not sold a CCC in $2004.$ Although Jones had an excellent working relationship with her sales manager, Tom Stein, she had been experiencing a lot of pressure from him of late because he could not understand her inability to sell CCCs$.$ Jones had therefore promised herself that she would concentrate her efforts on selling CCCs$,$ even if it meant sacrificing sales of other products.

Jones had six appointments for the day: $9$:$00$ A$.$M$.,$ Acme Computers; $9$:$45$ A$.$M$.,$ Bickford Publishing; $11$:$45$ A$.$M$.,$ ABC Electronics; $12$:$30$ P$.$M$.,$ CG Advertising; $2$:$00$ P$.$M$.,$ General Hospital; and $3$:$30$ P$.$M$.$ Pierson's. At Acme, Bickford, and ABC, Jones would develop CCC prospects. She was in various stages of information gathering and proposal preparation for each of the accounts. At CG$,$ Jones planned to present examples of work performed by a model $750$ colour copier. At General Hospital, she would present her final proposal for CCC adoption. Although the focus of her day would be on CCCs$,$ she still needed to call and visit other accounts that she was developing.

Royal Products

In $2003,$ Royal had introduced its Corporate Copy Centre facilities management program $($CCC$).$ Under this concept, Royal offered to equip, staff, operate, and manage a reproduction operation for its clients on the clients' premises. After analyzing the needs of the client, Royal selected and installed the appropriate equipment and provided fully trained, Royal$-$employed

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