MKTG 3130 Week 7

Select a B2B product and describe a selling scenario using the funnel. Identify the likely selling work you might perform at each level of the funnel as that opportunity wends its way towards a completed sale. Use the Strategic Selling description of a sales funnel (Chapter 17 p.350) and the high level graphic below to align your actions with each step. Pages 7-9 in this week’s topic outline have detail on specific steps for each stage. 

For example…

Narrowing the universe – I’ve been analyzing a database of possible prospects and discovered a company that fits my “ideal customer” concept because they are…

Above the Funnel – I have further investigated this company by doing x and y and have determined that there is a fit between…

In the Funnel – I am covering the bases to move this sale into a favorable position by…

Best Few – I am 95% certain of closing this sale and only need to do x and y to ensure that the customer’s decision is finalized

There’s no incorrect answer so be imaginative! But…be sure to adopt the persona of a sales person.

IN REAL LIFE APPLICATIONS PORTFOLIO: A focused learning component of this course will be the application of game theory concepts and ideas to the world/culture of business, commerce, finance, and industry, or from the realm of family or personal life, or from that of politics, religion or any other human institutional or social setting. Over course of the term each student will construct a Portfolio in which they describe their own real-world experiences, past or present, or perceptions of real world situations using game theory applications. Ideally, students will describe how situations and circumstances in the workplace or personal life resemble various games, and how behavior they have observes does (or does not) fit that predicted by the implied structure of the game being utilized. Using creative thinking and keen facilities of observation will cite real business, political, or relationship real world examples of strategic behavior and cooperative and non-cooperative human action, thus demonstrating their comprehension over this domain of economic theory. Please type all your portfolio work prior to submission. (Cautionary Note: students should be careful not to use the real names of any persons, businesses, or products in their portfolio write-ups.)

Instruction

·

Create a story from the real life (do not use one it already in the websites similar or differ )

· I want to start with the story first and then solution

· The application of game theory is Nash equilibrium

· 3 pages at least