Selling at ServiceBox (A): Jon Clifford's Perspective
(4 pages of text)
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
- 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.
Canada, Small, 2012
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