1. Professional Sales Term Project Anthony Aleong, Colin MacInnis, Ryan Duggan, Thomas Clark C.A.R.T Shopping

2. Case #4189 C.A.R.T Case #4189 Category: Professional Sales Code Name: Operation Fridge Product: Full Sized Fridge Price Range: $700-$1,000

3. THE PLAN Shop at various retailers Locate fridges & salespeople Execute a situational-need story Analyze effectiveness of sales presentations Maintain anonymous identity

4. J.R. Rahey’s Retailer: J.R. Rahey’s Customers: Thomas & Ryan Communication Styles: Amiable Salesperson: Bill Case #: 217 Shopping C.A.R.T

5. SEARS Retailer: Sears Customers: Colin & Ryan Communication Styles: Expressive Salesperson: Shelly Case #: 218 Shopping C.A.R.T

6. MAYTAG Retailer: Maytag Customers: Colin & Ryan Communication Styles: Driver Salesperson: Failed to Obtain Case #: 219 Shopping C.A.R.T

7. HOME DEPOT Retailer: Home Depot (Online) Agent: Anthony Code Name: The Aleong Stallion Uncover Identity: E-Customer Communication Style: Amiable Salesperson: Jennifer Case #: 220 Shopping C.A.R.T

8. AttributeImportance Rank Firm Performance Score Price8864 Salesperson Knowledge 7749 Delivery5420 Warranty3412 Helpfulness6742 Total187 AttributeImportance Rank Firm Performance Score Price8972 Salesperson Knowledge 7428 Delivery5525 Warranty3412 Helpfulness6424 Total161 AttributeImportance Rank Firm Performance Score Price8864 Salesperson Knowledge 7749 Delivery5420 Warranty3412 Helpfulness6742 Total187 AttributeImportance Rank Firm Performance Score Price8636 Salesperson Knowledge 7535 Delivery5210 Warranty339 Helpfulness6424 Total114 SEARS MAYTAG J.R. RAHEY’S HOME DEPOT

9. Shadow Project