Case Study: -

1st:- SkillUp

The SALES DEPARTMENT is indeed a backbone of any product based

organization. The following strategy I’ll follow in order to meet the target: -

 Remember to follow up: - The strategy of following up with the leads has
always been played a vital role in landing the sale for any product of the
organization. Hence, it’s always a good practice to take a follow up with
the client.

 Drop dead leads: - It is always fruitful to focus on such leads which are
keen and interested in maintaining the professional relationship with the
organization rather than to focus on such leads which can’t be pushed to
the next level of the pipeline.

 Update your pipeline regularly: - In order to meet the sales target, it is very
important to update the pipeline of the sales on a regular interval.

 Give your prospects more content: - Indeed phone calls and emails are
important in taking the leads to the next stage. Still thr lead might need to have
an in depth knowledge of the product whether it fits in his requirement or not.
For this, it’s very important for an agent to prepare the relevant content to give
it to the lead.

 Define a clear value proposition: - To define your product with relevant

parameters played a vital role in meeting the target. The parameters on which
this proposition depends are descriptive copy, supporting images, information
graphics, appropriate visuals, context, relevant details, and a specific headline.
Which I believe are very important for increasing the sales.

2nd Case Study: -

To: Hacky Big

From: Terry Slipper

Subject: Summary of Crutty’s Case

Dear Hacky,

I am very sorry in bringing that to your notice that:

What has happened: Crutty has asked one question which our team has failed to
answer in the stipulated timeframe as it was a very complex query that has been asked
by the Crutty. After this outburst situation I decided to undergo to the history of this
case and I found that that we failed to answer the query in the given timeframe but
that situation has been already communicated to Crutty that it might take some extra
time to look at and get back to him with the resolution. Which I certainly came to
know after listening to the call recordings. Apart from this, what I observed is that
Crutty is also somewhere failing in his duty. He is not only lagging to submit the
assignments on time but scoring way below than expected in tests as well.
There is a single call from Crutty that has been missed from my end on Friday night
which was basically out of my office hours and completely my personal space.

Proposed way forward: The situation which arised is basically due to the
communication gap. I should have taken a follow up and should have maintained a
regular communication with Crutty on the academic query raised by him. The only
way to take it forward is to maintain a transparent communication with the client,
moving ahead. I can prepare the template for the daily updates which should be given
to the customer. This way customer will be updated about the situation. Going
forward, I will send an apology mail to Crutty and will give him the confidence to
tune in with us which will result in growing up in the ladder in his professional career.

Learning from this experience and things to improve on: There is always a huge
learning behind every complex situation and this is the perfect example for this. Its
been a great learning for me to maintain a regular communication with the client and
give them regular update of the status of their query.

Thanks and Regards,

Terry Slipper