Case Studies-Promotion Mix (Personal Selling)

This collection includes 10 case studies about personal selling as an element of the promotion mix.  Each case study uses a hypothetical company or brand. Using hypothetical companies or brands in the case studies offers several advantages:

Reduced Bias and Preconceptions: Students approach hypothetical brands with a clean slate, without preconceived notions or biases tied to real-world companies. This allows them to critically analyze the case based solely on the data and strategy provided rather than relying on their prior knowledge of an existing brand’s reputation.

Encourages Critical Thinking: Since students are unfamiliar with the company, they must rely on the information presented in the case study. This encourages them to analyze data critically, make decisions based on reasoning and theory, and formulate solutions from scratch.

Relevance to Current Trends: Hypothetical companies can be designed to mirror real-world industry trends, allowing students to explore contemporary marketing issues (e.g., influencer marketing, digital transformation) in a forward-looking and adaptable context. This makes the learning experience more dynamic and relevant.

Hypothetical brands create a versatile and effective learning tool in marketing education by providing these advantages.

Read this if you want details about why case studies are an effective teaching tool.

Here is a list of the contents of this collection:

• "GadgetPro" – Selling High-Tech Gadgets (Objective: Understand how personal selling can be used to explain complex products to customers.)
• "Elite Fitness" – Selling Gym Memberships (Objective: Learn how personal selling techniques can be used to convert gym visitors into members.)
• "ProDesign" – Selling Website Design Services (Objective: Demonstrate how personal selling works in a service-based business.)
• "SnapShots" – Selling Photography Packages (Objective: Use personal selling techniques to sell packages for events.)
• "LuxuryWheels" – Selling High-End Cars (Objective: Explore personal selling techniques in the context of luxury goods.)
• "HomeSafe" – Selling Home Security Systems (Objective: Understand the role of personal selling in a door-to-door sales context.)
• "TrendWear" – Personal Selling in Retail (Objective: Examine how personal selling works in a retail environment.)
• "BestTech" – Selling B2B Tech Solutions (Objective: Explore personal selling in a business-to-business (B2B) context.)
• "GreenVibe" – Selling Health Supplements (Objective: Practice personal selling in a product demonstration setting.)
• "TechUp" – Selling Software Subscriptions (Objective: Understand the personal selling process for subscription-based services.)