Case Study

Stretch Your Dollar Limited is a new company in Jamaica that has been experiencing slow growth$/$profits$.$ They engage in the sale of household items and furniture similar to Courts Jamaica Limited and Singer. They have been able to gain some customers because of their low pricing strategy but they still need to penetrate the market more. They currently have four locations island wide: Montego Bay, Ocho Rios, Mandeville and Kingston. They are currently on a drive to employ new sales agents to embark on a robust promotional campaign.

Required:

A$.$ You were chosen as one of the company's new sales agents, describe the phases of the personal selling process you will have to go through with customers.

$(21$ marks$)$

$.$ In order to maintain lasting relationships with these customers key accounts management is important. Define key accounts management and explain FIVE $(5).$ criteria for selecting key accounts.

$(17$ marks$)$

Grammar $-(2$ marks$)$

Referencing $($APA$)-(5$ marks$)$

TOTAL $(45$ marks$)$