Please read over the following two cases and answer the associated questions. Upload to Module 6 Reflections in Assignments. I will post the answers to these cases Monday morning at 7:30am, start of Week 7. Case Study - The tale of zero margins Review the case study on page 200. 1. What is the basis of their money making logic? 2. How can you best contribute towards their success now knowing there money making logic (products or services)? 3. What rewards do you expect for your efforts? Case Study - To mirror, or not to mirror Review the case study on page 210. 1. Based on the current circumstances with the Korean customer, what could you do to handle and grow this key account? If you have any questions you can contact me at gcadman@my.bcit.ca Good luck on your weekly reflection! Gary My first sales job was selling decorative point to retailers in the UK For Identifying the money-making logic was easy, there were those who and sell it chean, and those who aimed for higher margine by own with a range of subtle distinctions in between I had one customer to One day, on inspecting their selling prices I was hard to find that they were er margins, which meant that considering their costs of handing, they money on every sale. I was convinced there must be some mistake potential crisis by raising the points made subtle engines. The result mistake the prices were as they intended. And so I saw the disaster long Tresolved to do something about it by persuading them to site theorghe CASE STUDY The tale of the zero margins carry that seemed to use neither of these standard approaches they would discover their losses and drop my products like het bricks on white paint, the highest volume seller but also the part of the paint range permite lowest margins due to fierce competition. If I could get them to take on a range of colour surely they would start to make real profits? For six months I cajoled, badgered, naged and bullied, ali to ne blevet upp a trial of colours on sale-or-return and was astonished by their rejection of Finally they took me aside and gave me a little education, I was reminded that the negotiated particularly long payment terms-90 days instead of the normal 30 - cash and carry they offered to form of credit. White painthada se faster than the arrival of the invoice, meaning that my product gave them a very generator. If I cared to look at their other ranges, they said, con I would note that they did much the same on all lines, tere margins were the Their money making logie was the generation of cash that they remunerative uses in other parts of their business empire My efforts to get them to stock slow-moving colours were entirely control so I could hardly be surprised by their rejection of my proposals Ownew the truth of the matter we proceeded from strength to strength, majoring on The learned were obvious ones. Don't make assumptions about the customer's making logic based on what other customers might do. Ask the customer what with different from the norm. Don't waste time on inappropriate value proposition. How Do They Aim to win! 201 Buhay with simplicity You are the Global Sales Director. One of your most important key account is so based in Korean Your KA manager for this customer is based in Poland, and is the customer has a manufacturing site in Poland, and it is here that you do vody business, but occasionally it is necessary to speak with the people in Korea has made it clear over time that while in Poland this is not such an issue in Korea prefer to meet and deal with men, there have even been occasions when been cancelled because the Ka manager was a lady, though other reasons why CASE STUDY To mirror, or not to mirror... the time You are doing well in Poland but to do even better and to translate this succes sites in other countries, it will be necessary to have more contact with the bosses in the Your KA manager is unquestionably your most competent person your most chal experienced person, and in any other circumstances you're automatic first choice for the task, but what would you do in this case? Please read over the following two cases and answer the associated questions. Upload to Module 6 Reflections in Assignments. I will post the answers to these cases Monday morning at 7:30am, start of Week 7. Case Study - The tale of zero margins Review the case study on page 200. 1. What is the basis of their money making logic? 2. How can you best contribute towards their success now knowing there money making logic (products or services)? 3. What rewards do you expect for your efforts? Case Study - To mirror, or not to mirror Review the case study on page 210. 1. Based on the current circumstances with the Korean customer, what could you do to handle and grow this key account? If you have any questions you can contact me at gcadman@my.bcit.ca Good luck on your weekly reflection! Gary My first sales job was selling decorative point to retailers in the UK For Identifying the money-making logic was easy, there were those who and sell it chean, and those who aimed for higher margine by own with a range of subtle distinctions in between I had one customer to One day, on inspecting their selling prices I was hard to find that they were er margins, which meant that considering their costs of handing, they money on every sale. I was convinced there must be some mistake potential crisis by raising the points made subtle engines. The result mistake the prices were as they intended. And so I saw the disaster long Tresolved to do something about it by persuading them to site theorghe CASE STUDY The tale of the zero margins carry that seemed to use neither of these standard approaches they would discover their losses and drop my products like het bricks on white paint, the highest volume seller but also the part of the paint range permite lowest margins due to fierce competition. If I could get them to take on a range of colour surely they would start to make real profits? For six months I cajoled, badgered, naged and bullied, ali to ne blevet upp a trial of colours on sale-or-return and was astonished by their rejection of Finally they took me aside and gave me a little education, I was reminded that the negotiated particularly long payment terms-90 days instead of the normal 30 - cash and carry they offered to form of credit. White painthada se faster than the arrival of the invoice, meaning that my product gave them a very generator. If I cared to look at their other ranges, they said, con I would note that they did much the same on all lines, tere margins were the Their money making logie was the generation of cash that they remunerative uses in other parts of their business empire My efforts to get them to stock slow-moving colours were entirely control so I could hardly be surprised by their rejection of my proposals Ownew the truth of the matter we proceeded from strength to strength, majoring on The learned were obvious ones. Don't make assumptions about the customer's making logic based on what other customers might do. Ask the customer what with different from the norm. Don't waste time on inappropriate value proposition. How Do They Aim to win! 201 Buhay with simplicity You are the Global Sales Director. One of your most important key account is so based in Korean Your KA manager for this customer is based in Poland, and is the customer has a manufacturing site in Poland, and it is here that you do vody business, but occasionally it is necessary to speak with the people in Korea has made it clear over time that while in Poland this is not such an issue in Korea prefer to meet and deal with men, there have even been occasions when been cancelled because the Ka manager was a lady, though other reasons why CASE STUDY To mirror, or not to mirror... the time You are doing well in Poland but to do even better and to translate this succes sites in other countries, it will be necessary to have more contact with the bosses in the Your KA manager is unquestionably your most competent person your most chal experienced person, and in any other circumstances you're automatic first choice for the task, but what would you do in this case