- Slavik S Sports Inc Background S Lavik S Sports Inc Ssi Is A Vancouver Based Sup Plier Of Custom Made Novelty Sport 1 (53.82 KiB) Viewed 160 times
- Slavik S Sports Inc Background S Lavik S Sports Inc Ssi Is A Vancouver Based Sup Plier Of Custom Made Novelty Sport 2 (63.61 KiB) Viewed 160 times
- Slavik S Sports Inc Background S Lavik S Sports Inc Ssi Is A Vancouver Based Sup Plier Of Custom Made Novelty Sport 3 (63.61 KiB) Viewed 160 times
SLAVIK'S SPORTS INC. Background S lavik's Sports Inc. (SSI) is a Vancouver-based sup- plier of custom-made novelty sports items such as bobble-head figures, caps, sunglasses, and sweatshirts. Most of SSF's sales are to medium- sized businesses that use SSI products in employee motivation programs or as specialty advertising giveaways SSI has been in business for 40 years, and has an excellent reputation as a reliable, competitive supplier. SSI has built a successful business across Canada. SSI sales representatives are knowledgeable and can advise their customers about how to use specialty advertising to build employee morale, introduce new products, and reinforce brand images Current Situation Craig Robertson had recently been assigned to the western termory Although this was his first sales job, he felt confident and was eager to begin Craig had just completed SSS training program and had a good understanding of SSS products and the sales process. For most sales situations, 55% sales trainers had recommended the use of an organized sales presentation in which the salesperson organizes the key points into a planned sequence that allows for adaptive behaviour by the salesperson as the sales cal progresses Caig had been in his tenitory for 60 days, and he was enjoying his job Days passed quickly and he was never bored. He had landed some major customers, but was frustrated at how long it took some customers to make a buying decision Overall, he thought he was doing a good job-and his sales manager, Felicia Jameson, had been consistently positive on the feedback form Craig tried to be honest with himself as a way of improving his performance, and he was not happy as he reviewed today's last sales call Craig had called on H2G, a large manufacturer of garden tools. He intended to sell H2G several specialty advertising eems to be used as giveaways at major trade shows in the coming year after researching H2G on the Internet, be arranged a 4:00 pm meeting with Cam Evans, the director of marketing Throughout the day, Craig was running late due to an unexpected snow storm and heavy traffic CHAPTER 1 CASE He called to let Cam know that he would be late but the best he could do was to leave a message Cig anved 15 minutes lace, and was reved to be shown into Cam's office without de Craig apologized to Cam about running te, and was surprised to leam that Cam had not received his message Craig wastated that his message had not been paned along but Cam did not seem to mind, indicating that he had plenty of time to meet with Craig Given this signal, Craig decided to ghe Cam an overview of SS capabilities and success stories Feen minutes, Camer ped Craig and the following dulogue ensued Cam Thanks for the overview Craig Thad a pretty good idea what 55 offers, but some of what you told me might be hept What have you learned about HOG that makes you think that would be a good fit for our trade show programs Craig Well, I know that HG participates in two national sha and several regional shows every year Cam Thats and we work my had to stand out at those shows Cug: What works well for you in terms of standing out at the ho Cam Having a teic, eye-catching product display is key Doing a lot of pre-show communications to be sure key buyers our booths, and being sure we have enough people on hand to sustain a high energy atmosphere during the show. Caig How about specialty advertising to sploe things up maybe add to the fun element Cam tam not sure what you mean. We have wasted at d money on giveaways in the past and I don't believe marr differentiates us from our competitors Craig That's because you havent worked with Sweethebest and I can you in an Can OK, but just remembered that I need to pick my up after her pianolesson with the s and traffic us about 15 minutes Craig proceeded to describe how works with most of their ca tomers to supplement trade show communications. He feltrusted as there were a lot of atematives depending on the customers budget and objectives for each trade show About 10 minutes his monologue, Cam told Craig Thanks for coming today. We will talk about this internally and I will get back with you if we decide to do more with specialty advertising this year I really do have to run now Sorry" As Craig droue home, he realed that he had neve aed Cam about HOGS bade show objectives or their budget. W the abrupt end to the meeting he also failed to try to get another appointment with Cam Evans Cuig realed that his call with HQG was not his best performance FƏF PERSONAL SELLING
SLAVIK'S SPORTS INC. Background S lavik's Sports Inc. (SSI) is a Vancouver-based sup- plier of custom-made novelty sports items such as bobble-head figures, caps, sunglasses, and sweatshirts. Most of SSI's sales are to medium- sized businesses that use SSI products in employee motivation programs or as specialty advertising giveaways. SSI has been in business for 40 years, and has an excellent reputation as a reliable, competitive supplier. SSI has built a successful business across Canada. SSI sales representatives are knowledgeable and can advise their customers about how to use specialty advertising to build employee morale, introduce new products, and reinforce brand images. Current Situation Craig Robertson had recently been assigned to the western territory Although this was his first sales job, he felt confident and was eager to begin, Craig had just completed SS's training program and had a good understanding of SSS products and the sales process. For most sales situations, SS's sales trainers had recommended the use of an organized sales presentation in which the salesperson organizes the key points into a planned sequence that allows for adaptive behaviour by the salesperson as the sales call progresses Craig had been in his territory for 60 days, and he was enjoying his job. Days passed quickly, and he was never bored. He had landed some major customers, but was frustrated at how long it took some customers to make a buying decision. Overall, he thought he was doing a good job and his sales manager, Felicia Jameson, had been consistently positive on the feedback form Craig tried to be honest with himself as a way of improving his performance, and he was not happy as he reviewed today's last sales call Craig had called on H2G, a large manufacturer of garden tools. He intended to sell H2G several specialty advertising items to be used as giveaways at major trade shows in the coming year. After researching H2G on the Internet, he arranged a 400 pm. meeting with Cam Evans, the director of marketing Throughout the day. Craig was running late due to an unexpected snow storm and heavy traffic. ND CHAPTER 1 CASE He called to let Cam know that he would be late, but the best he could do was to leave a message. Craig arrived 15 minutes late, and was relieved to be shown into Cam's office without delay Craig apologized to Cam about running late, and was surprised to learn that Cam had not received his message Craig was imitated that his message had not been passed along, but Cam did not seem to mind, indicating that he had plenty of time to meet with Craig Given this signal, Craig decided to give Cam an overview of SS capabilities and success stories. Fifteen minutes later Cam inter nupted Craig and the following dialogue ensued Cam Thanks for the overview, Craig. I had a pretty good ides what SSI offers, but some of what you told me might be helpful What have you learned about HQG that makes you think that SS would be a good fit for our trade show program? Craig: Wel, I know that H2G participates in two national shows and several regional shows every year Cam That's right, and we work really hard to stand out at those show Craig: What works well for you in terms of standing out at the show? Cam: Having a terrific, eye-catching product display is key. Doing a lot of pre-show communications to be sure key buyers visit our booths, and being sure we have enough people on hand to sustain a high-energy atmosphere during the show Craig: How about specialty advertising to spice things up, maybe add to the fun element? Cam: I am not sure what you mean. We have wasted a lot of money on giveaways in the past and I don't believe that it differentiates us from our competitors Craig That's because you haven't worked with SSL We're the best and I can fill you in on how we can add sizzle to your trade shows Cam: OK, but I just remembered that I need to pick my daughter up after her plano lesson. With the snow and traffic, that leaves us about 15 minutes. Craig proceeded to describe how SS works with most of their cus tomers to supplement trade show communications. He felt rushed as there were a lot of alternatives depending on the customers budget and objectives for each trade show. About 10 minutes into his monologue, Cam told Craig: "Thanks for coming today We will talk about this internally and I will get back with you if we decide to do more with specialty advertising this year I really do have to run now. Sorry" As Craig drove home, he realized that he had never asked Cam about H2G's trade show objectives or their budget. With the abrupt end to the meeting, he also failed to try to get another appointment with Cam Evans. Craig realized that his call with HIG was not his best performance CHAPTER 1: VERE OF PERSONAL SELLING