Marketing case study

Please read case 2 starts from page 332 to 337 (The book is attatached)

I have attached an example…..Just follow it

And this is a brief explanation of the case and what should contain….

Analyze the case

• Problem Statement
• Situation Analysis – 5C’s
• Alternatives
• Recommendation
• Implementation

The situation analysis is like that:

• Company:
  • Competitive advantage
  • Product/market position
  • Firm strategy & culture
  • Sales process
  • Sales structure, skills, compensation
  • Implementation & evaluation
• Customers:
  • Buying process/cycle
  • Benefits sought/needed
• Competitors:
  • Same as company
• Collaborators:
  • Competitive advantage
  • Complementary benefit proposition
• Context:
  • Culture
  • Legal/political
  • Technology

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