Sales management case study

Sales management case study

APA format, 4 questions, 3 references and one can be the book, 1200 word count minimum. Read the Best Value Computers case at the end of Chapter 3. Each question should be discussed thoroughly.

1. Provide a summary of the case including an analysis of the key facts and potential dilemma.

2. Identify and describe the categories of value creation on which Best Value currently relies most.

3. How can Best Value utilize the service quality dimensions to make sure it is communicating a consistent message of high-quality service and value every time someone from the company interacts with a customer?

4. Assume you are one of the new sales reps hired to expand into the Memphis area. What is your role in managing customer expectations? How can you ensure new Memphis customers are delighted with their purchase? Be specific.

Solution Preview

Best value computers is a company which provides computer technology, printers, laptops, peripheral devices and desktops to schools districts and local businesses in Mississippi’s southern half. The company is located in Jackson, Mississippi. Leroy Wells graduated from college with a degree in information technology and founded the company shortly. Although Leroy started slowly, he collected accounts capitalizing on great value with negotiable and reasonable prices with local service.

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