Jets4future and the Sale of Private Jets (Portuguese Version, Brazil)

Description

The case centers on a European distributor of private jets. It explains the specificities and particular problems involved in marketing high-value industrial products: long sales cycle, complex decision-making unit, and significant investment on the part of the customer for the purchase. It discusses the process of customer acquisition and different marketing investments. It also describes three specific situations involving customers in which decisions must be made. Additionally, it presents the possibility of diversifying the company's traditional business with the creation of a new business unit.

Learning Objective

" Understanding how a sales team is managed, considering the particular characteristics of the sector and the types of products and customers, and specifying the sales team's responsibilities. " Studying the customer acquisition funnel. " Discussing the mix of the various items under the sales expenses: the team, communication and product demonstration. " Making a decision about the three specific requests for flight demonstrations that imply passing over the established policies. " Evaluating the decision whether to create a new business unit.

Keywords

Customer demonstration Industrial product sales team