Value Selling At SKF Service (B): Facing A Tough Buyer Harvard Case Solution & Analysis

IMD-5-0752 © 2009
Kashani, Kamran; DuBrule, Aimee

This case is the follow up to Worth Selling at SKF (A) and updates the students on significant decisions and occasions. The President of the Service division has determined not to participate in Steelcorp’s reverse auction. But the company’s vendor has managed to arrange a meeting between Steelcorp and an SKF sales executive. This could be a last chance for SKF to win Steelcorp’s rough procurement supervisor over to its overall cost pricing. But there is also a significant chance that value selling may backfire.

The student would be to devise a negotiation strategy for the coming assembly. At least $4 million rides on the success or failure of the dialogue. The video supplement advises the pupil how the sales executive succeeded in closing a deal and having the reverse auction cancelled and what really occurred in the assembly. Learning objectives: The case and its video accessory can be used for the subsequent learning objectives: dialogue and Practice role play with a key customer.

Value Selling At SKF Service (B) Facing A Tough Buyer Case Study Solution

Subjects: Value pricing; Industrial selling; Industrial distribution; Channel conflict; Commoditization; Negotiation; Reverse auction; After sales service; Industrial marketing; Key account management

Settings: Global; US; Industrial bearings; US$8.2 billion

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