Accounting and Control

Excellent Sales Academy Vs. Premium Software

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Excellent Sales Academy (ESA) Vs Premium Software (PS) is a multiparty, internal-external negotiation exercise. It looks at issues like incentive systems, corporate strategy and alignment of personal and organizational goals in the context of a negotiation. The exercise contains four roles. Chief Sales Officer and Chief Finance Officer of ESA and Chief Finance Officer and Chief Learning Officer of PS. The negotiation exercise includes two negotiations, first internal and then external. This gives participants a good idea of both internal and external negotiations.
Bibliographic citation: MEHTA, K. (2020). Excellent Sales Academy Vs. Premium Software. Excellent Sales Academy: Role of Chief Sales Officer. IESE, NEGE-16-E.
Date: 01/05/2020
Author(s): Kandarp Mehta
Document type: Exercise
Department: Negotiation
Languages: English
Learning objective Negotiation. Please follow the steps below. 1. Organize negotiator teams. Divide the class into four roles. 2. Allow negotiators at least 45 minutes to prepare. 3. The negotiation begins with an internal negotiation. On the one hand, the CSO and CFO of ESA will negotiate the offer they wish to make to the client. On the other hand, the CLO and CFO of PS will negotiate the product they want to select. After 45 minutes of internal negotiations, both ESA and PS teams will meet and do a 45-minute negotiation. 4. The negotiation includes strong conflicts of interests and the impact of incentive systems on participants is evident. On the one hand, while the CSO of ESA is given incentives to sell the most costly product, the CFO wants to sell the cheaper product to increase the margin. On the other hand, the CLO of PS wants to go for the advanced program for a better potential impact, but the CFO wants to get the cheaper program to increase profitability. 5. The case also highlights a points system for the evaluation of complex deals. Often in the purchasing decisions of learning and coaching products, organizations do not have a proper system to evaluate deals. This case shows a points system that could help organizations in such decisions.