MKT 439 Gallo Script

docx

School

University of Alabama *

*We aren’t endorsed by this school

Course

439

Subject

Marketing

Date

Feb 20, 2024

Type

docx

Pages

Uploaded by ChancellorVultureMaster72

MKT 439: Gallo Script Connection: Today I would like to discuss with you the Mapco and Walmart accounts, and then see if you have any questions about the strategy, we discussed Request Approval. Info 1: Mapco I would now like to show you the Mapco Sales Data. As we can see Mapco has a low number of items or their control is low. But they have a high number of stores or a high contribution. The following information makes Mapco fall under this category of an Assess account. We can see Mapco has a 15- item average but has almost 1600 cases. On top of this, it is also important to notice the Low Case Price Average that Mapco has. Do you have any questions about Mapco or anything else about the Sales Data? Directors Mapco Question : The answer comes from sales data and may require calculation. Info 1: Walmart I would now like to show you the Walmart Sales Data. Walmart is an Assess account as well. This is due to Walmart having a low number of items, or their control is low. But they have a high number of stores or a high contribution. We can see Walmart has a 19-item average but has over 2500 cases. On top of this, it is also important to notice the Low Case Price Average that Walmart has. Do you have any questions about Walmart or any of the Sales Data that we have just gone over? Director’s Walmart Question: The answer comes from sales data and may require calculation. Implication: Our overall goal for these Accounts is to Increase the Territory Acquisition Percentage by Assessing the competition between other stores and their prices. Negotiation: May I move forward with giving attention to Mapco and Walmart's strategy to start Gaining Incremental Territory Growth? Director’s Territory Question 1: Comes from Sales Data from any part of the sheet. Director’s Territory Question 2: Comes from Sales Data from any part of the sheet. Director’s Answer : YES (then 3 concept questions) Concept Questions 1-3 : All come from Territory Management Concept Extra: Control is what we are focused on for Mapco and Walmart due to the competition. Control = the # of items/ contribution is the # of stores Both are Assess that we want to move to invest.

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