Sales

Case Solution for Giant Consumer Products: The Sales Promotion Resource Allocation Decision (Brief Case)
Complete Case details are given below :
Case Name :      Giant Consumer Products: The Sales Promotion Resource Allocation Decision (Brief Case)
Authors :           Neeraj Bharadwaj, Phillip D. Delurgio
Source :             HBS Brief Cases
Case ID :            4131
Discipline :        Marketing
Case Length :    14 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
This case provides an opportunity to become familiar with some major strategic issues that firms face when formulating and implementing a sales promotion, including: cannibalization, brand equity erosion, forward-buying, pass-through, and consumer stockpiling. It also provides them an opportunity to utilize retail scanner purchase data in order to evaluate the historical performance of sales promotions. Based on calculating top-line revenue, marketing margin, and return on marketing investment (ROMI) for prior promotions, students can recommend the most financially and strategically defensible initiative from a choice of several competing sales promotions. The setting is the frozen foods category in the consumer packaged goods industry.
 
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Case Solution for Biovail Corporation: Revenue Recognition and FOB Sales Accounting
Complete Case details are given below :
Case Name :      Biovail Corporation: Revenue Recognition and FOB Sales Accounting
Authors :           Craig J Chapman
Source :             HBS Brief Cases
Case ID :            4011
Discipline :        Accounting
Case Length :    09 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Biovail Corporation, a major Canadian pharmaceutical company listed on the New York Stock Exchange, announces that it will miss its quarterly earnings target by $25 to $45 million, blaming $10 to $15 million of the shortfall on a truck accident involving a shipment that left its facility on the last day of the quarter. The case was ultimately prosecuted by the U.S. Securities and Exchange Commission (SEC). The case is centered on the question of revenue recognition and how the company should have accounted for the sales (FOB company or FOB destination). However, it also provides a rich setting permitting exploration of peripheral topics around the ethics of earnings management. For example, the case discusses stock analysts’ reactions to the announcement; questions how much product was actually in the truck; questions how aggressively the company responds against the analysts who downgrade the stock; and highlights the role of the SEC in enforcement.

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Case Solution for EnerNOC: Turning Energy Savings into Sales
Complete Case details are given below :
Case Name :      EnerNOC: Turning Energy Savings into Sales
Authors :           Mark Rice, Mark T. Donohue, Michael Lelyveld
Source:              Babson College
Case ID:             BAB152
Discipline :        Social Enterprise
Case Length :    17 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
EnerNOC – a clean energy company — sells energy-monitoring, management and efficiency services to utility customers, who agree to reduce consumption during peak-period emergencies in exchange for payments throughout the year. Utilities sign long term contracts with EnerNOC for delivery of “negawatts”, i.e. the reduced consumption of electricity during peak periods, as a way to avoid adding power generating capacity. EnerNOC is undergoing explosive growth and must manage the build out of its energy management system, as well as the growth and evolution of its sales force. This case can be used in a variety of courses. In an entrepreneurship course, it can be the basis for a discussion of entrepreneurial opportunities in the clean energy sector, as well as the challenges of managing rapid growth. In a marketing class, it can be used to discuss the concept of adjacent markets. It can be used to stimulate a discussion of a broad range of issues in a sales management class: rewards systems; identification of sales skills in potential employees; entry into a new market; sales training; and so forth. It can be used in MBA level courses and in upper level undergraduate courses.

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