1.
Market Research Case Study
Learning Objectives
Develop skills in data analysis and interpretation.
Enhance problem-solving and decision-making abilities.
Foster critical thinking regarding market trends.
Realistic Scenario
A tech startup is considering launching a new app targeting remote workers.
Define the Problem
How can the startup effectively identify and understand the target market’s needs and
preferences?
Background
Provide insights into the remote work trend, relevant demographic data, and competitor
analysis without overwhelming details.
Scope and Constraints
Budget: 10,000 for research.
Time: 8 weeks to complete the research.
Specific Tasks
What methods would you use to gather data on remote workers?
How would you analyze the collected data to identify key trends?
What factors should influence the app’s features based on your findings?
Include Data
Present relevant statistics on remote work growth, user demographics, and competitor
features through charts or reports.
Allow for Multiple Solutions
Encourage participants to propose various research methodologies and potential app
features based on different data interpretations.
Review and Test
Pilot the case study with a small group for clarity and relevance, and gather feedback to
refine it.
2. CRM Case Study
Learning Objectives
Analyze customer data to improve relationships.
Develop strategic decision-making skills in CRM implementation.
Enhance problem-solving skills related to customer retention.
Realistic Scenario
A retail company is struggling with high customer churn rates and wants to improve its CRM
strategy.
Define the Problem
What steps can the company take to enhance customer loyalty and reduce churn?
Background
Provide context on current customer retention rates, CRM tools used, and competitor
benchmarks without overwhelming detail.
Scope and Constraints
Budget: 15,000 for CRM enhancements.
Time: 6 months to implement changes.
Specific Tasks
What data should the company collect to better understand customer behavior?
How can the company segment its customer base for targeted marketing?
What CRM features would most effectively address customer needs?
Include Data
Offer customer feedback surveys, retention statistics, and a comparison of CRM tools
used by competitors.
Allow for Multiple Solutions
Encourage participants to propose different CRM strategies, loyalty programs, or customer
engagement tactics.
Review and Test
Pilot the case with a focus group to assess clarity and applicability, gathering feedback for
improvements.
3. SWOT Analysis
Learning Objectives
Develop skills in strategic analysis and planning.
Enhance critical thinking in identifying strengths, weaknesses, opportunities, and threats.
Foster decision-making skills based on SWOT findings.
Realistic Scenario
A mid-sized coffee shop chain is considering expansion into a new city.
Define the Problem
What are the internal and external factors that the coffee shop should consider before
expanding?
Background
Provide context on the current market position of the coffee shop, customer
demographics, local competitors, and market trends in the coffee industry.
Scope and Constraints
Budget: 20000 for the expansion.
Time: 1 year to establish the new location.
Specific Tasks
Identify and analyze the strengths of the coffee shop chain.
Determine the weaknesses that could hinder the expansion.
Explore potential opportunities in the new market.
Assess external threats that could impact the business.
Include Data
Present relevant data such as customer preferences, competitor analysis, and industry
growth trends through charts or summary reports.
Allow for Multiple Solutions
Encourage participants to develop different strategic plans based on their SWOT analysis
findings.
Review and Test
Pilot the case study with a small group, gather feedback for clarity, and ensure it effectively
encourages critical analysis.
4. Market Growth Representative
Learning Objectives
Understand market analysis and growth strategies.
Develop skills in sales tactics and customer engagement.
Enhance decision-making abilities in identifying growth opportunities.
Realistic Scenario
A company specializing in eco-friendly cleaning products is looking to expand its market
presence and is hiring a Market Growth Representative.
Define the Problem
What strategies should the Market Growth Representative implement to effectively
increase market share in a competitive landscape?
Background
Provide context on the company’s current market position, target demographics, sales
data, and key competitors. Include trends in the eco-friendly products sector.
Scope and Constraints
Budget: 50,000 for marketing initiatives.
Timeframe: 6 months to achieve measurable growth.
Specific Tasks
Market Analysis: What steps will you take to analyze the competitive landscape and
customer needs?
Strategy Development: Propose a marketing strategy that includes both digital and
traditional methods. What elements will you prioritize?
Customer Engagement: How will you address current customer dissatisfaction? Develop a
plan to enhance customer feedback mechanisms.
Include Data (if needed)
Customer Feedback Reports: Summarize common themes in customer complaints.
Sales Data: Provide charts showing sales trends over the past two years.
Competitor Analysis: A brief overview of competitor products, features, and pricing.
Review and Test
Clarity Check: Ensure all components are clear and concise.
Pilot Feedback: Run the case study with a small group to gather insights and refine the
content.
5. Sales Planning and Forecasting
Learning Objectives
Problem-Solving: Analyze and address challenges in sales forecasting.
Decision-Making: Evaluate options and make strategic sales plans.
Analytical Thinking: Interpret data trends and customer insights.
Collaboration: Work effectively within a team to formulate strategies.
Realistic Scenario
Scenario: A mid-sized consumer electronics company has experienced fluctuating sales in
the past year. The management team wants to implement a structured sales planning and
forecasting process to stabilize and grow sales.
Define the Problem
Central Issue: How can the company develop an effective sales plan and accurate
forecasting model to improve sales consistency and achieve a 20% growth in revenue over
the next year?
Background
The company has historical sales data showing seasonal fluctuations and varying
customer preferences.
Recent competitor innovations have shifted market dynamics.
Customer feedback indicates a demand for more product features and better support.
Scope and Constraints
Budget: Limited to 30,000 for market research and training over the next six months.
Time: The sales plan must be developed within two months.
Resources: Access to historical sales data and customer feedback but limited marketing
resources.
Specific Tasks
Market Analysis: What methods will you use to analyze current market trends and
customer needs?
Sales Forecasting: Propose a forecasting model. How will you incorporate historical data
and market conditions?
Sales Strategy: What specific strategies will you implement to meet the growth target?
Consider both marketing and operational aspects.
Performance Metrics: Identify key metrics to track the success of your sales plan. How will
you ensure adjustments can be made in real time?
Include Data (if needed)
Historical Sales Charts: Present data showing sales trends over the past three years.
Customer Feedback Summary: Highlight common themes from recent surveys.
Market Analysis Report: Provide a brief overview of competitor offerings and market share.
Allow for Multiple Solutions
Encourage participants to propose various forecasting methods and sales strategies,
emphasizing creativity and critical thinking. Highlight that different solutions may be valid
depending on the chosen data interpretation.
Review and Test
Clarity Check: Ensure all instructions and tasks are clear and concise.
Pilot Feedback: Conduct a pilot with a small group to gather feedback on the case study’s
effectiveness and clarity.
Rubric Template
Criteria Excellent Good (56- Satisfactory (46- Needs Unsatisfactory Points
(66-75) 65) 55) Improvement (below 36)
(36-45)
Research 13-15: 11-12: 7-10: Meets 4-6: 0-3: Fails to 15
Design Exceptional
Strong basic goals Significant define goals
clarity and
with gaps in
methodology
minor design
gaps
Data 13-15: High- 11-12: 7-10: Basic 4-6: 0-3: Little to 15
Collection quality, Relevant representation Inadequate no data
diverse data but data collected
limited collection
Data 13-15: 11-12: 7-10: Basic trend 4-6: Limited 0-3: No 15
Analysis Insightful Clear identification insight analysis
and thorough insights generation conducted
analysis
Feature 13-15: 11-12: 7-10: Somewhat 4-6: Lacks 0-3: No 15
Development Innovative Good relevant connection relevant
and well- alignment to findings features
aligned proposed
features
Presentation 9-10: 7-8: Clear 4-6: Basic 2-3: 0-1: Unclear 10
of Findings Exceptionally with organization Disorganized and difficult to
clear and minor presentation follow
organized issues
Feedback 5: Thoughtful 4: Good 3: Basic 2: Limited 0-1: No 5
and integration of reflection acknowledgment reflection reflection on
Reflection feedback feedback
Total Points: 75
Grading Scale
Excellent (66-75)
Good (56-65)
Satisfactory (46-55)
Needs Improvement (36-45)
Unsatisfactory (below 36)
