Select an organization, e.g., a corporation, company, firm or association
(ideally, an organization which you have some interest in joining) for in-depth analysis of
their sales and customer service practices.
1. Introduction
Background and Context: Discuss the type of industry, products/services, existing
channels, competition in the context of sales and customer service, and how 17
MGT 2268 – Sales and Customer Service
organizational vision and strategies have influenced their sales and customer
service management.
2. Analysis of Personal Selling & Sales Management Approach
3. Analysis of Customer Service & Customer Turnoffs
3.1 Analysis of Organizational Systems, Policies &Culture
3.2 Analysis of Individual Actions
4. Analysis of the Use of Data and Technology for Sales & Customer Service
5. Recommendations
6. Conclusion
7. References