Assume you graduated from a college hospitality program and accepted a position with a contract foodservice firm such as ARAMARK.
After working in a variety of university and college accounts as an assistant manager and then as the director, you decided to take a position in the sales office. In your present position, you are responsible for finding new accounts. To do this, you have to either take an account away from a competitor or sell your service to a college or university that is contracting for the first time (e.g., it used to be a self-operator and handled its own food service). In the case of a self-operator, develop a list of SPIN questions you might ask to persuade the institution to use a contract foodservice provider such as your firm.

Case Study Questions and Issues

a. Put together a list of problem questions.

b. For each problem, develop a list of implication and need-payoff questions.

c. Do a role-play with a fellow student acting as the university administrator.