UC’s Carl Lindner College of Business
Please answer 2 of the following 3 small essay questions. Questions are worth 50 points. Answers should be typed double-spaced; limited to two pages. Answers should be well-organized, grammatically correct and free of dangling participles. (50 POINTS TOTAL)
1. You are a recent graduate of the Professional Selling course and UC’s Carl Lindner College of Business and your first job out of business school is selling for a firm that produces a key micro electronic component used in the production of tablets like the iPad® , MP3 players and mobile phone devices. The largest potential buyer of your product is APPLE®. In two pages maximum express your comprehensive tactical plan for obtaining a commitment from APPLE® to purchase 2 million USD in sales of your product over the next thee years. (the use of charts or spreadsheet exhibits will not count towards your 2 page maximum but feel free to use them)
2. You graduated from UC’s Carl Lindner College of Business two years ago and your current firm is offering to pay for your MBA but ONLY if you teach all of your sales colleagues the secret to the success you’ve enjoyed which has included winning the Presidential Sales award for top line growth (the top award in the company), two years of bonuses that allowed you to pay cash for a condo downtown and a “weekend convertible sports car” which compliments your company supplied BMW that you drive everyday. You agree to teach your colleagues but only after you negotiate for a higher commission rate for the two years it takes to complete your MBA and a promotion to VP of Sales. Outline your sales training program for your colleagues in two pages maximum. (the use of charts or spreadsheet exhibits will not count towards your 2 page maximum but feel free to use them)
3. You are an extremely successful sales person who earned her degree from UC’s Carl Lindner College of Business and you are about to close a 4 million deal (annually) with a new potential customer with whom you have a very good relationship. You have been working with this customer for over one year and you have a small part of their business already because of your track record and relationship. Your boss, VP of sales, who normally conducts final negotiations, wants to see if you have what it takes to negotiate this deal. You definitely have what it takes. Please outline the preparation, negotiating process/steps and techniques you have used over the last year in two pages maximum. (The use of charts or spreadsheet exhibits will not count towards your 2 page maximum but feel free to use them). HINT: Consider the process as a function of time, use of power, pitfalls to avoid and how you will use questions.