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Bittersweet Consulting Partnership Education Group

Bittersweet Consulting Partnership Education Group is dedicated to providing universities superior learning environments for sales force automation tools and applications.

BCP Education Group has developed two major case studies to teach undergraduate and graduate students the value that a Customer Relationship Management (CRM) system provides to sales representative and sales managers. Cases currently in use include the A&W Computing Case and AMS Sales Management Case.

A&W LogoThe A&W Computing Case – This case can be delivered to support a variety of educational term formats. At DePaul University the A&W Case is used over a quarter (10 weeks) with 8 lab assignments. The A&W Case has also been used to support semester class formats (13-14 weeks) and also for IT application where it has been treated as specialty subject matter (3 weeks).The case requires students to learn to use a CRM system to support their efforts as a sales representative for a value added reseller of computers, printers and tablets. The case uses the Buyer Process Management sales model espoused by the Samurai Business Group. The case requires students to use the CRM system to support existing opportunities as well as prospect and the use of social media to sell new business. This case has been used to support the following courses: Sales Strategy & Technology, Sales Management, Introduction to Sales, Sales and Marketing and upper level marketing electives.

The AMS Sales Management Case has been developed to teach students the value that a CRM Platform provides to sales management. This case instructs students on how a CRM system and associated sales force automation applications affect better sales management practice in the medical equipment industry. In this case, which truly works as a simulation, students interpret data, make sales management decisions and direct six sales professionals to successfully attain quota. This case can be delivered in quarter or semester formats and is ideal for the following courses: Sales Management 2.0, Sales Management, Business Development, Marketing Management with a sales component, and many Entrepreneurial Courses. This course utilizes Microsoft Dynamic CRM 4.

These business case studies where originally developed by Daniel P. Strunk. 

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