Questions

1 Conduct an internal and an external diagnosis of the company. Use the SWOT tool to synthesize this information.

2 Identify the Key Factors for Success from the diagnosis.

3 Write sales pitch for the company. Prepare sales claims to be presented to sellers. Remember to take into account the potential objections of customers: provide the employees with arguments to counter customers' misconceptions.

4 Suggest incentives to stimulate the sales force (bonuses, collective or individual incentives, etc.) to encourage their continued training and to support sales of this product.

5 Determine the optimum size of a business team for an agency, using the information provided in the case study. Consider the effectiveness of an agency's sales team and the commercial influence that the agency can exercise in its area of operation.

6 Assess the feasibility of a commercial promotion offering "triple-glazed windows for the price of double glazing" for the product launch.