MKT 340 Study Guide - Midterm Guide: One Too Many, Chris Doering

• School: University of Miami
• Department: Marketing
• Course: MKT 340
• Professor: Scharf Ian

Document Summary

Cases: justin diamond takes a course in selling: Don"t need a college degree to be a salesman. A lot of variety in salesmanship aren"t sitting behind a desk from 9-5 (you can take the afternoon off to go sailing: new buyer/old account. Salesperson in california school district had to decide between stressing her company"s 100 years of experience or knowledge of the school district"s needs and expertise in the office supply business. Commodity no differentiation in value; lowest rice will always win. Lowest price can be dangerous if you fuck up, the company is stuck with you and your learning curve. Her option to approach the issue could be creating competitive advantage by offering them lower prices: one too many: Inc. , a company that manages product sampling and promotional programs targeted towards children, teens and teachers in elementary and secondary schools. Damon was her largest client but haddock hair care was a potential new client.