The Participant assumes the role of a recently appointed Management Trainee at a Medical Research Foundation. The Kipling Foundation. They have been asked to investigate a particular situation. The situation poses the dilemma of whether or not to continue running a crèche facility at one of the Company’s regional offices. There are a number of significant factors that need to be investigated in order for the Participant to be able to make a considered recommendation.
Competencies: Flexibility
The Participant assumes the role of a recently appointed Sales Manager of Socrates Systems, a medium-sized software company specialising in Financial Accounting packages. The Participant is asked to investigate a situation in which a customer has requested that a Sales Executive should be dismissed. There are a number of pertinent facts to be unearthed and the Participant is required to make a decision based on the information they have gathered.
The Participant assumes the role of a newly appointed Public Relations (PR) Account Manager at Lewis & Cohen and is asked to meet with a client in the white goods sector to discuss spend on the clients products over the coming year. They have a target for securing business, but the client has their own budget constraints and their own ideas about what PR policy should be pursued, so negotiation is needed. There is also the opportunity to build a good working relationship for the future. The Participant does not require any prior knowledge of PR to complete this exercise.
The Participant takes on the role of a Sales Representative for Aquasoft, a supplier of water purifiers and softeners, which are usually sold directly to the public. During this exercise the Participant has to make a sales call to a prospective customer and is expected to close a sale. The Participant is supplied with an adequate amount of product information, associated costs and main selling points. No specific technical knowledge is necessary for this exercise.
The Participant assumes the role of a Business Start-Up Advisor working for the Business Advice Centre (BAC). The BAC’s purpose is to provide assistance and advice to customers who are planning to start, or have already started, their own business. Armed with an information pack and a pre-appointment summary sheet, the Participant must meet with a customer who is interested in starting their own catering business. During the appointment, the Participant should gather as much information about the customer’s business as they can, provide advice where appropriate, and make referrals where required to specialist departments within the BAC. The appointment can take place either face-to-face or over the telephone.
The Participant assumes the role of a newly appointed Key Account Manager for the confectionery supplier Cammons. The Participant is required to meet with the Assistant Merchandising & Display Manager for a large general merchandise retailer, Gerry Sturges, who is also new to the role. The Participants aims are to: build an effective working relationship with Gerry Sturges, and to establish a working relationship which is mutually beneficial. They are also tasked to secure agreement from Gerry on a number of commercial objectives. A basic understanding of commercial measures, eg market shares, is required.
The Participant plays the role of a Financial Controller for Churchill Motors Ltd, a medium-sized garage offering the full range of garage services including buying and selling cars. The Participant, using the facts and figures provided needs to agree or negotiate terms with the Sales Director, who is keen to close a reasonably large sale with a prospective customer. This entails establishing the parameters of the deal, so as to protect the garages financial position.
The Participant plays the role of an Agent at Direct Insurance Services, a company which sells insurance over the telephone. On this occasion the Participant has to sell their product to a difficult customer who is annoyed about being disturbed at home. The Participant is supplied with detailed information about the product they are selling, so no specialist knowledge is required. The outcome of the telephone conversation is dependent on the customer handling skills of the Participant.
The Participant plays the role of a Chief Executive of a contract services company, Tuson where a senior member of staff has had a difficult encounter with an important customer in the Midlands. It has taken some time to try and resolve this disagreement at a local level, and from time to time both parties have leaked some aspects of the dispute to the papers. The Participant is now faced with the prospect of going to record a radio interview for a national network, which could go out on the national news. To prepare for the interview, the Participant is provided with details of the existing contract and some information about the background to the dispute.
The Participant assumes the role of an Assistant Merchandising & Display Manager for a large general merchandise retailer, MegaMart. The Participant is required to meet with Charlie Woods, the newly appointed Key Account Manager for Cammons, a confectionery supplier. The Participants aims are to: understand Charlie Woods’ needs and to establish a working relationship which is mutually beneficial. They are also tasked to secure agreement from Charlie on a number of commercial objectives. A basic understanding of commercial measures, eg market shares, is required.
