Pending cases questions

Case Study: CMR Enterprises

Assignment Questions:
1. What is the nature of CMR business? How does it differ across the
two market segments
2. What is the Vision of Marcus for future of CMR Enterprises? What
improvements Marcus do for streamlining the operations of the
company?
3. How did the CMR-Blackstone relationship evolve over time?
Highlight important events and actions that influenced this evolution
4. Was CMRs decision to initiate a relationship with Blackstone a good
one?
5. Why did CMR persist in the in the Blackstone relationship?
6. What should CMR do about the Blackstone account now?

Case Study: Siebel Systems: Anatomy of a Sale Part 1,2&3

The following assignment questions are in the Part 1&2 of the case in your
course pack, Part 3 will be distributed in class during the discussion of the
case .

Assignment Questions:
1. How should Carman respond to the invitation to tell the Quick & Reilly
executives what he thought of Oracle? What features of this particular
interaction influence your opinion? Would your opinion of the right
response change if the circumstances were different?
2. How should Carman qualify the prospect? Should he ask, Whats your
budget? Should he suppress his curiosity and leave it to the prospect to
bring up information about the size and timing of the opportunity? If he
asks for information, how will he use it?
3. Evaluate Carmans interactions with the customer up to this point. Is he
doing a good job? How effective is Siebel Systems approach?
4. Put yourself in Zitzners position as he picks up the phone .How should he
handle the conversation? What is his objective in this call?