Carefully analyze the sales intelligence Bill Swanson has and identify additional information he may need about New York Consulting Group.

Week THREE – Individual Paper Grading Rubric

Points Possible
Points Earned

Post 5 PAGES minimum SYNOPSIS of the Konica Minolta case using the template provided. ATTACH in a Microsoft Word Document (using template provided exactly). Follow all Written Assignment Expectations. Due by SATURDAY within discussion board. Student uses template provided – minus 5 points if not used. No PDF files. Make sure SafeAssign is under 25%.

Four (4) authored outside references minimum must be used. Cite in APA and recap in APA format on the reference page. See below for more information on what an ‘authored’ source is. Each reference is worth 7 points each. Make sure ONE of the sources is your case author – minus 5 points if not cited.

APA format (1” margins, Times New Roman 12 font, double-spaced, and more)


Written Assignment Expectations:
· References MUST be cited within your paper in APA format. Your reference page and citations must match 100%.
· Always include a cover page
· Provide the EXACT web link for all online sources – do not provide just the home page, but the EXACT LINK – I check all sources
· No abbreviations – write formally
· No numbered lists or bullet points allowed. This is a formal paper, write in full sentences and paragraphs.
· Always include a reference page with multiple outside references (at least two that are authored).
· Write MORE than the minimum requirement of the word count assigned.
· As always, the word count is ONLY for the BODY of the paper – the cover page, Abstract, reference page, and / or Appendix (if included) do not count towards the word count for the paper.
· Indent the first line of each new paragraph five spaces
· NO PDF FILES! Use the templates in Microsoft Word I provided you.
· No extra blank lines between the sections – deliver a tight paper
· Use authored outside references. Zero points given for non-authored web sources. You may use a brand web page too, but you still need an authored source. Recap your reference in APA format only at the bottom of your posting. Your reference must be clearly cited within your posting to count. Always provide the exact web site address for this course in your recap of references for full credit. An authored source is simply one that is associated with a human(s) NAME.   For example, your textbook is an authored source.  The United States Census Bureau is not an authored source.  But it is fine to use as long as you ALSO use an authored reference source. No videos, blogs, tweets, wikis, interviews, podcasts, encyclopedias, or dictionaries allowed – use an authored reference.
Assignment directions:
Konica Minolta Business Solutions –

A Professional Approach to Selling


After reviewing the case, respond to the following questions:

1.  Analyze Konica Minolta Business Solutions’ products and services.

2.  Carefully analyze the sales intelligence Bill Swanson has and identify additional information he may need about New York Consulting Group.

3.  Swanson is drafting a plan to gather information about the prospect.  Generate questions that can be used during pre-call preparation and specific questions that you will need to ask to get the necessary information.  (The focus here is on the questions, with less emphasis placed on answering the questions.)  Make sure you begin by identifying open-ended questions and, where appropriate, proceed to list specific close-ended questions.  Organize the informational needs (questions) according to the SPIN framework.


Post your response (5 pages, double-spaced minimum & ZERO POINT LINE SPACING) to these questions to this forum by Saturday at 11:55 p.m.  Before Sunday at 11:55 p.m., return to the forum and post a meaningful comment (150-word minimum) to the postings of three (3) classmates.

This week’s posting is an individual assignment.  Next week’s continued look at this case is a group assignment.


Kothandaraman, P., Mani, S., & Healy, W. J. (2016). Konica Minolta business solutions: A professional apporach to selling (A). Harvard Business Review, 111-119