Faculty Case Competition

Deadline: October 1

We invite marketing faculty to submit a product and/or service case for possible use in the competition as a sales scenario. One case will be selected for the product, the service, and the final "play off" round. Contributing faculty members must have students participating in the event. Case winners will be recognized at the awards banquet. Winners will receive $500.

In order to write the case, we have made the following assumptions:

• The salesperson has been with the product/service company for one year. He/she has a baccalaureate degree in marketing.
• The company is not currently a client/customer of the sales company.
• The salesperson cannot make the buyer a referral.
• The salesperson and the prospective buyer have not met.
• The salesperson has contacted the prospective buyer by phone to ask for an appointment. The prospective buyer has agreed to meet with the salesperson and has set aside 20 minutes for the appointment.
• The prospect was polite and professional but seemed very busy.

The case should not exceed five pages of information. Information should be the type of information one could get from a website, company brochures, press releases, advertisements, or personal acquaintance.

Background information about the selling company and information about the product and service being sold will be available by June 15.

Background information about the buyer should include job title and responsibilities, number of years with the organization, related interests, concern and other information one might learn from public records and talking to others.

We reserve the right to make minor modifications to the cases to best fit the sales scenarios.

Please submit case entries by August 15 to:

Dr. Bob Erffmeyer
Department of Management & Marketing
UW-Eau Claire
P.O. Box 4004
Eau Claire, WI 54702

email: erffmerc@uwec.edu
phone: 715-836-4644