| Description |
1 online resource |
| Series |
SAGE Business Cases |
|
SAGE Business Cases
|
| Summary |
Vinay wants to upgrade his five-year-old car and enquires about the possibility when he visits the Tata Motors company showroom. The salesman, Singh, asks various questions about his requirements, such as how long Vinay is willing to wait for the delivery and financing. He also informs Vinay that there is a minimal choice in colors and variants as the company had stopped manufacturing his particular model. Through the attempt to sell the upgraded version, the salesman could not provide either a good exchange (trade-in) price or a decent discount. The salesman kept changing his discounts, but could not close the sale at the end. Students will be asked to critique the salesman's approach and to consider why the sale could not be completed |
| Notes |
Description based on XML content |
| Subject |
Selling -- Case studies
|
|
Sales -- Case studies
|
|
Sales
|
|
Selling
|
| Genre/Form |
Case studies
|
| Form |
Electronic book
|
| Author |
Aithal, Rajesh, author
|
| ISBN |
9781529617399 |
|
1529617391 |
|
