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Download Essay Get Full Essay Get access to this section to get all the help you need with your essay and educational goals. Even though Mediquip is a fairly new player in the medical equipment market compared to their competitors, they hold a global reputation for having Mediquip sa case essay technology and proficient after sales service.
Within each of these areas sales engineers reported to their regional sales managers, who are responsible for reporting to the regional managing director.
CT scanners are medical devices that allow examination of cross sections of the human body through a display of images for diagnostic purposes.
The end result of a CT scan is much like an X-ray image, differentiated by the ability to see sections of the body that could not be seen before on screen, such as an organ.
CT scanners are generally priced around 1. The typical clientele for CT scanners consists of private and public sectors. The public sectors are government owned or non-profit organizations such as universities or charitable institutions.
The public sector buying format tends to be budgeted a year in advance, and involves many different people in the buying decision, which makes it more complex.
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The public sector represents a much higher percentage of CT scanner sales compared to the private sector. LUH, a public sector hospital, and a part of the universities medical school. The key groups in the purchase of a CT scanner are radiologist, administrator, physicists, and supporting agency.
Rufer, the hospitals physicists. The loss of the deal centered on the price structure of the product in comparison to the competitors offers to LUH. Thaldorf failed to convey his products features and reason for high price to LUH.
He should have tried harder to get managements approval. He also did not thoroughly investigate his prospective customer enough, leaving too much information in the dark.
Perform a product demonstration by inviting prospected buyers for a tour of the facilities. Better presentation method and explanation of the product.
Prepare more appropriate sales personnel with proper selling strategy for the deal. Mediquip should also tap in the private sector. Pulling the right string and focusing on the right person. Recommendations To improve the effectiveness of the sales program, better formulation of sales strategy by performing a broader research on external and internal factor surrounding the company is required.
Mediquip can come up with a clear strategy of adaptive selling by considering the use of SPIN method when approaching prospects. They would have more opportunity generate sales and profit for the company since private sectors are profit-oriented organizations.
In addition, to have competitive advantage over the competitors, Mediquip should carry out a thorough research on the market before approaching prospects. The idea of a sustainable competitive advantage should be integrated with a greater sense of adaptive selling.
Overall have more information and be better prepared, and most importantly more responsive to the customers concerns and needs.
More essays like this:Mediquip SA Case Essay Sample. Posted on July 11, by bros2qET1. Company Analysis. Mediquip S. A.. a subordinate of Technologie Universelle. is a maker of CT scanners. X raies. supersonic. and atomic diagnostic equipment.
Their rivals consist of other European companies such as Sigma FNC. Eldora. The manner of execution of subsidy programmes, including the amounts allocated and the details of beneficiaries of such programmes.
Ø Ø Name of programme / scheme Performance. Mediquip SA Case. Company Analysis. Mediquip S.A., a subsidiary of Technologie Universelle, is a manufacturer of CT scanners, X-Rays, ultrasonic, and nuclear diagnostic equipment. The Case Analysis for the Prefinal Term will be done in groups, composition of which is the same with the group composition during the Midterm Case Analysis.
2. 2. Because of the group’s composition, the case analysis will have two parts: (1) the film analysis, and (2) the minicase analysis. Mediquip SA Case Company Analysis Mediquip S.A., a subsidiary of Technologie Universelle, is a manufacturer of CT scanners, X-Rays, ultrasonic, and nuclear diagnostic equipment.
Their competitors consist of other European companies such as Sigma FNC, Eldora, Magna, and Piper. Saudi Arabia - reported poison ZeOmega’s Population Healthcare Management Platform for Case Management and Disease Management World Book Night U.S. Announces Regional Essay Contest For .