Ivey Publishing
Selling at ServiceBox (A): Jon Clifford's Perspective
Product Number:
9B16M015
Publication Date:
02/05/2016
Revised Date:
02/04/2016
Length:
8 pages (4 pages of text)
Product Type:
Case (Field)
Source:
Ivey/Hill
In 2012, an entrepreneur and his business partner have created ServiceBox, a web-based software-as-a-service (SaaS) work order management system for use in plumbing and heating businesses. The product was developed in response to a request from a friend, who owns a plumbing business. The entrepreneur is now ready to sell this product, relying on a subscription-based SaaS business model for revenue. He has scheduled a meeting with a heating contractor and is ready to sell. This case presents an exercise in sales negotiation, in which the entrepreneur (whose perspective is provided in Case A) works to sell a subscription to the heating contractor (whose perspective in provided in Case B). Students have an opportunity to practise sales promotion and selling for an entrepreneurial venture. Use with 9B16M016.
Learning Objective:
  • To practise personal selling.
  • To highlight some fundamental principles of direct sales in class.
  • To focus on the importance of preparation and communication in the sales process.
  • To demonstrate the fundamental role of communicating the value proposition to a customer in the sales process.
    Issues:
    Disciplines:
    General Management/Strategy,  Entrepreneurship
    Industries:
    Construction
    Setting:
    Canada, Small, 2012
    Intended Audience:
    Undergraduate/MBA
    Price:
    $4.25 CAD / $4.25 USD Printed Copy
    $3.75 CAD / $3.75 USD Permissions
    $3.75 CAD / $3.75 USD Digital Download
    Associated Materials
    Supplements: 9B16M016 (4 pages)
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