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Apple Inc.
Think Different!
Sherece, Kevin, Yan, Sierra, Jamie
November 25, 2015
Marketing 215
Professor Allen

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Part B
o Abstract
The name of the company we choose is Apple. The Apple Company is a multinational
corporation that provides consumer electronics, self-computer use, and computer software with
creators Steve Jobs and Steve Wonizk Apple Inc. also has retail stores selling and making
products of iPhones, IPad, iPod media player and Macintosh computer line, creator Steve Jobs.
The product we are using is the iPhone 7s/ 7s plus. The services that are offered for this product
is a retina HD display with 3D touch which is a high quality screen and clearer display with 3D
touch that senses how intensely you touch the screen, letting you do many things much more
simply and efficiently. 12-megapixel iSight camera, which gives the ability to take live photos

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and has a much better lasting memory; with a photo album organizing by date and time where
the photo was taken exactly. Security is very important because a phone is a personal device that
consumers will use to keep their personal information safe. The use of face recognition for
security purposes in case others not wanted in your phone like hackers, instead of typing in a
password or using your fingerprint your phone will be able to recognize your face for more
security to make it impossible for anyone unwanted to have access to your personal device. The
phone takes pictures of your face from all different angles and remember certain features about
you for when you want to unlock your phone using the face recognition.
The iPhone 7s/7s plus is an innovative screen, keeping your iPhone strong and durable. If
you accidently drop your phone you don’t have to worry about being damaged because this
phone is indestructible meaning it cannot break. Water is a problematic issue of many phones
breaking that it can be waterproof as well even (without the case). The hologram keyboard is an
added kick has the ability to view keyboard on a flat surface and more space for typing with your
fingers. A light will come from the phone displaying the keyboard when placed on a flat surface
you can type as if you were on a home computer. Charging an iPhone now wireless charging can
be used by placing the device on a smart board and it would be charged. If you are fully charged
you can tell by the battery light indicator which goes from green, yellow and red. Green can be
fully charged, yellow is at half way and red is the battery at 20% or less.
We have volume buttons on the top left that are touch screen and will only apply when the
phone is unlocked so you do not accidentally increase the volume. We also have faster LTE and
Wi-Fi twice as fast prior to previous generation easier to browse the web. The map app has more
accurate information and offers more options like which bus routes to take to and from your

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current location. Also the times and places you are near like gas, shopping and food. The iPhone
7s/ 7s Plus recognizes and allows you to access easily to commonly used apps and previous ones
instead of you scrolling through your phone; with call and text or face time. The 7s weighing at
5.04 ounces and the 7s plus weighing at 6.77 ounces and sneak look into the phone. Two
different sizes to choose from as well, 4.7” and 5.5”. Many variations to choose from with
different colors are available to choose from, black, silver, gold and midnight blue. Siri is
considered a “friend” in your phone to help you get things done or obtain information quickly.
She is hands free and can answer texts for you, call someone, look up information on the web,
define or spell words, find out the name of a song playing and much more.
Customers should choose our product mostly because at Apple we are the innovators of
technology. One of our biggest assets as a company is that we make using our products simple to
use and if you have any questions or concerns about the product the customer is able to walk into
one of our many stores across the country or call one of our technicians directly using our toll
free number. Another reason is for the protection that we offer for our products. At Apple we
offer one of the best service plan packages in the industry AppleCare+. Another important aspect
of our business is our trade program. We allow you to bring your older product in and get money
towards one of our newer products. Our target audience would be towards college students. Our
education pricing allows students or parents buying for students to get our educational discount
pricing. These students use all of our technological products such as our tablets, computers, and
phones.
The iPhone 7s/7s plus can look the same as the original iPhone 6 but it offers more features
and accessibility. According to Snelling (2015) the new iPhone is precisely thicker and slightly

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heavier. The new phone is a stronger aluminum and considered to be the strongest material to be
used in an iPhone. Along with a more durable material the phone comes with many other
features like 3D touch technology, 12 megapixel camera, 4k video, and live photos. Memory
storage on the phone has a few options its either 16GB, 64GB or 128GB. This iPhone runs on the
brand new A9 processor chip and it’s the fastest chip Snelling (2015) author stated apple
company came out with, the test revealed the speed is 30% efficient more than the model iPhone
6 of knowing the difference between these two models (Snelling, 2015). With a faster processor
the fingerprint scanner has been upgraded, making it able to register your finger efficiently.
Another minor upgrade the phone has a stronger glass screen. In this time around the screen is
made from a slightly different material, making it the strongest iPhone screen apple has made.
Apple will make their new product by pushing their new features onto the customers with older
iPhone models. Trying to get customers to upgrade their phone to the newest model by
emphasizing certain new features like the 12 megapixel camera, 4k video, 3D touch or the new
rose gold color. People who recently bought the older iPhone 6 won’t necessarily rush to the
store to get it. The main focus is to push for those with an iPhone 5s and older versions.
Part C
o Products/Functionality
The article’s main focus is on the new product of apple iPhone 7s/ 7s plus camera will be a
12MP shooter, from the previous type 8MP camera. It is a small difference, but the most
important change that the sensor will allow the camera to be more exciting and more accurate to
make better quality pictures under darker light conditions. The RGBW sensor is used for
improved camera performance when there is no light. According to Luckerson V (2015) author

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stated the improved iPhones will feature better cameras the rear would be twelve megapixels and
the front would be five pixels; the camera would have high quality (Luckerson V, 2015).
Nevertheless the speed will be faster by having focus on what you want to take a picture of
meaning detection.
Product testing has been established for a year that there is nothing wrong with the iPhone 6s
before it officially comes out, the iPhone would be out by early as august or provided in late
September. The main features of the iPhone 6s are the updated front and rear camera and apple’s
feedback on technology called Force Touch. In analyzing the article, Burt J(2015) author
indicates there is a rumor going around iPhone 7s and iPhone 7s plus has an aluminum
technology called Force Touch used to sense a user’s fingerprint (Burt J, 2015). In addition, the
iPhone 7s and 7s Plus implementation of LTE for cell phone data is faster with speeds of
150mbps being compared to 100mbps for the 5s. In the wireless category, the iPhone 6s and the
6s Plus has near field communication circuitry with allowing you to purchase items using Apple
Pay technology. The iOS 9 the iPhone 7s and 7s Plus can do Voice over LTE meaning it can use
the internet connection other than your voice over the phone for calls. Apple claims it offers
better and clear sound phone calls which you can use voice and data very frequently works with
your voice over Wi-Fi. Product testing would display a few iPhone 7S's in the Apple store so
customers can touch the new product and see how it works before actually purchasing the
product.
The customers can get a hands-on experience of how the iPhone 7s will feel, look and the
features on the phone as well. If there is ever a problem with your product after purchase, you
can go back to the Apple Store and speak with a specialist at the Genius Bar who will help you

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resolve any problems you have and give you tips to prevent any other issues from happening in
the future. Genius Bar is for customers who are having trouble with Apple products. You will sit
down one on one with an Apple technician and discuss the problem, if there is anything to
prevent it or how to fix it. Apple also offers classes for those who are not technology and savvy,
you can train yourself to become an expert at using your iPhone 7s.
Other machinery that Apple offers could be the iPad or a MacBook. These products are also
very popular with the brand. The iPad can be used as a mini laptop on the go and you can sync
music, photos and documents from your iPhone to your iPad or vice versa. You can also transfer
all videos and songs to your MacBook and there are photo programs where you can edit your
photos. Something new that just came out is the Apple Watch. In Analyzing the article Palenchar
J (2012) author stated you can sync the Apple Watch with your iPhone so that you can get text
notifications, email notifications, check the weather, get calendar reminders, and use GPS and
much more (Palenchar J, 2012). Apple is very well known for their products. According to
Palenchar J (2012) author stated, Apple is the #1 most valuable brand. Apple products are
unique, the way it looks and the way it works (Palenchar J, 2012). It attracts customers because
of the design and the features that the products, like the iPhone can do. Most of the features on
the phone is to make people’s lives easier.
Part D
SWOT Analysis
Strength
o No Breakage of Phone

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The strengths of our iPhone 7s/7s plus is that it will be waterproof. This is great for those
who are having a bad day, it's raining and your iPhone just happens to fall out your pocket and
land in a puddle or if you're taking pictures in the pool. In analyzing the article Price D (2015)
author stated if the iPhone accidentally slips out of your hands, which having a phone that's
waterproof will surely attract customers because they can have a sense of relief (Price D, 2015).
Another strength is the face recognition, instead of putting in a 4 digit code or your fingerprint,
the iPhone 7s/7s plus will scan your face and that's the only way to unlock the phone. This is
extremely safe in case your iPhone ever gets stolen. People won't be able to access your
information or the personal stuff you have stored on your iPhone. Our iPhone 7s/7s plus offers a
lot of exciting features, but these are the main ones that we think our customers will be the most
excited about.
Weaknesses
o Lack of Innovation (no significant change)
There are many strengths to the new iPhone 7, but like with every great product there are a
few weaknesses here and there. Some weaknesses include the price, this company is known for
not lowering the price of their products so for some it might seem expensive. According to
Bhasin H (2014) author stated another weakness might be the constant software updates, usually
there are a few minor bug fixes right after a new iOS release. Recent phones releases show that a
major weakness is the durability of the phone (Bhasim H, 2014). In our last release the phone
would bend. The lack of innovation in apple products would also be a weakness due to the
constant release of phones and customers not seeing a significant change.
Opportunities

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o Niche Target Market
The opportunities of Apple Company are the upcoming of higher demand on one of the
largest selling smartphones in the industry. Apple also has an advantage in always having a new
product line coming out before any of their competitors. Apple uses excellent strategic ideas that
lead to growth throughout their company. Apple Company works with T-Mobile has a new $15
each month high end on demand for a plan that would start in June. According to Renihardt K
(2015) author stated that once the plan started in June the customers can switch older device for
the new iPhone 7s. Apple works with T-Mobile and are against AT&T where T-Mobile made
more sales with the iPhone 5 in the year 2013 as in AT&T was the very first with iPhone
innovation in year 2007 (Renihardt K, 2015). Apple Company works with carriers Sprint and
Verizon that have sold the iPhone 7. According to Renihardt K (2015) author stated Apple
renews the iPhone product lines of the S versions. For the iPhone 6s was expected to have the
force touch technology with an upgraded camera which customers see this as a huge difference
(Renihardt K, 2015). Apple sees that with a small base of iPhones they had less of a weakness at
the time that the large iPhone launch where they have more of an opportunity to gain more
customers to switch to their iPhones.
Threat
o Competition
The biggest threat to Apple and its success is Samsung. Samsung is continuously challenging
Apple with each new product they come out with. According to Weiss (2015) author stated the
newest innovation that Samsung has achieved is the Samsung Galaxy S 6 Edge and the Samsung
Note 5 Edge (Weiss ,2015).These have been proven to be a big hit with consumers for some of

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the features that is has that the Apple iPhone 7 and 7 Plus doesn't. In analyzing this article, Weiss
(2015) author stated hopefully with our product containing some of the missing pieces it will
generate the customer base back to Apple and continue the long string of Apple's successes
(Weiss, 2015). Another possible threat to the Apple iPhone 7 is the android operating system in
general. Google has taken the world by storm. Google's main asset in the wireless market is that
it is free for all to use.
Part E
o Pricing & Promotional Strategy
The iPhone 7s/7s Plus pricing is based on the size and what different varies of colors are
available that comes with the phone. We have the colors midnight blue, gold, silver and spacey
gray. Also for the prices we have for the iPhone 7s are six-hundred and fifty dollars for size
16GB and the 7s Plus is seven- hundred and fifty dollars with size 64GB. Within a three-year
projection of the graph below referring to the appendix A, you can see an increase in each year
out of the three years because of the offered benefits we have with the iPhone as a package.
Target market is a specific group of people that a company aims their product or service
to. With the iPhone 7s/ 7s Plus there are several different target markets for the product. There’s
teenagers, college students, business men and women, young children, kids, and adults.
According to the article “Apple Inc.’s Target Market” for teenagers this product is popular
because it has all of the latest technology and cool features, something that all teenagers want is
to have what everyone else has and be able to communicate with each other the same way. It also
has all social media apps that could be downloaded for teenagers to use as well, another way of
communicating with their peers. For college students the social media is a part of it, but also

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there are apps that help with studying for any subject, ideas for getting better grades and access
to the internet. Manning, Reece & Ahearne (2012) authors stated businessmen and women are
targeted to the iPhone 7s/ 7s Plus because it is like a handheld computer, it has a calendar for
upcoming events, reminder app to remind one of what they need to accomplish throughout their
day, can help keep you organized, has much room to store many contacts and personal
information (Manning, Reece & Ahearne 2012). For young children and kids there are many
educational apps for teaching children to read, spell, improve speech, even practice another
language. There are games to play and keep the children entertained, which will come in handy
when they are in the car for a long time or waiting in the doctor’s office. The iPhone 7s/ 7s Plus
is also targeted to adults because it has the option to do so much. Pictures of their children and
family vacations can all be stored and easily accessed. It has a map app to calculate routes or
simply use to get from point A to B. They can do their banking and pay bills much easier.
Texting and calling is simple and easy to use.
The Promotion and Place is important because it's two of the 4 P's that make up the
marketing concept. The iPhone 7s / 7s Plus is going to be advertised via social media and posters
as well. We will advertise the iPhone 7s / 7s Plus by putting up billboards, posters in electronic
stores such as Walmart, Best Buy, Target, RadioShack and also phone carrier stores like T-
Mobile, Verizon, AT&T and also showing a preview of our product on television. According to
the article “ How To Use Social Media To Promote Your Small Business” describes using social
media to advertise is a brilliant way to spread the word about our iPhone 7s / 7s Plus because
nowadays, everyone is on social media, especially businesses. We will use social media such as
Instagram, Facebook, YouTube and Twitter. We will be using Facebook, Instagram and Twitter
because those will be the most common and popular social media used today. People who see

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our advertisements can share with their friends or comment their thoughts and it will show on
other people's feeds. According to Pullen, (2015) author stated that we will promote our iPhone
7s/7s Plus by making an attention grabbing advertisement. We will also do raffles so that people
can get the iPhone 7s/7s Plus before others instead of waiting. We will include the services we
offer in our advertisements such as the “genius bar” where you can sit one on one with an Apple
technician specialist and speak with them about any problems you have regarding your iPhone
7s/7s Plus (Pullen, 2015). We also offer training classes for those who aren't familiar with our
Apple iPhone 7s/7s Plus, so that you will know what functions the phone has and how you can
be an expert at using them.
Part F
o Offered Benefits
In the article created from the “iPhone 6s Design” we have two products that we can
provide for our customers which is the iPhone 7s/7s Plus. The iPhone 7s has a size of 64GB and
the 7s plus has a size of 16GB which can accommodate customers with the memory storage. We
also have the colors available for this iPhone are spacey gray, midnight blue, silver and gold.
According to Lee,(2011) author stated to go along with the products we also have services that
are provided in case your phone has a malfunction or any type of damages you can come to the
store or send the phone to our store to identify the problem and find the solution with our service
of AppleCare+ (Lee, 2011). You can have a free one year warranty when you make a purchase
for our product that if anything goes wrong, you can come back and get it fixed for free. In
analyzing Lee, (2011) after one year you can include it into your plan or if you don’t have a plan
you can still get your phone fixed of any debugs or malfunctions with just paying a hundred

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dollars a month (Lee, 2011). The second service would be in the memory storage for the iPhone
you can have more storage for downloading the app iCloud storage depending on the size of
either the 50GB, 200GB or the 1TB which is the biggest one. You can try it out for free of one
year warranty where if you love the extra memory storage you can add this to your plan or no
plan and can purchase it up to seventy- five dollars as well.
Part G
o Value Propositions
The ways that our iPhone 7 is different in terms of value towards the customer is that it’s not
just another iPhone installment, with more added features than just an updated camera the iPhone
7 is the best and is the highest quality of phones made. According to Kovach, (2015) why the
iPhone 7 is the best phone for customers is iPhones have the best apps and we get them first, the
design of our phone is visually more appealing than to other phones (Kovach, 2015). Plus some
time in the near future, you'll be able to pair your phone with almost any at home appliance.
Another huge value that beats out the competition is our customer support. In analyzing author
Kovach, (2015) stated at your local apple store we have our Apple “Genius” associates that
specialize in our phones operating systems and more, they can help you with any type of issue
the customer may have (Kovach, 2015). The customer can use this phone for just about anything.
Value proposition is important when being a salesperson because it lets your customers know
the benefits and values they are receiving if they decide to purchase your product. According to
Manning, Reece & Ahearne, (2012) authors stated our iPhone 7s / iPhone 7s Plus is that if the
customer decides to buy our iPhone if they ever lose their phone, they should know that their
personal information, photos, and contacts will be protected because of our face recognition.
(Manning, Reece & Ahearne, 2012). In analyzing this author Willis, (2011) stated our face

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recognition is similar to the lock screen except inside of number, it will scan your face, therefore
if anyone else tries, they will not be able to access your personal photos, contacts, messages,
bank accounts and everything you have linked to their phone (Willis, 2011). We will also offer
the AppleCare+ insurance at a discounted price when purchasing our iPhone 7s and iPhone 7s
Plus.
Our extended service or feature that is provided in order to attract the attention of customers
and make a sale. The value proposition I decided to go with is choosing to include a charging
case and warranty with a purchase of a product. Manning, Reece & Ahearne, (2012) authors
stated if whenever you are ready to purchase our product when you do you will also be given the
opportunity to purchase a 120% charging case for 50% off the original price. (Manning, Reece &
Ahearne, 2012). We will also provide you with a free 1 year warranty on the case and a free 2
year warranty on the product.
Part H
o Conclusion
One weakness our product might have that we would have to watch out for is software
updates that have bugs and causes the phones to crash or freeze. According to Spence, (2015)
author stated in order to fix this problem we would have to check the software update several
times to make sure there are no bugs or no reasons to have to send out another software update
just to fix the issues. The update should be checked on several test phones before it is released to
every iPhone user. In analyzing author Spence, (2015) stated that would make it much easier
than sending out two or three updates within two and three weeks because of technical issues

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(Spence, 2015). If the issues are spotted before the update is released it could be fixed
beforehand and will cause less problems for the company and the consumers.
One of the weaknesses discussed about the iPhone 7s / 7s plus is the strength of the exterior
of the phone. According to Wong, (2015) author stated many times people drop their phone and
when they pick it up, there's a dent, scratch or a crack. The previous model, the iPhone 6/6S has
been reported to bend every easily. In order to make sure that our iPhone 7s / 7s plus will be
durable, we will be using different materials to make the exterior (Wong, 2015). We will use a
liquidmorphium liquid metal, which is apparently stronger than steel. We will also give
customers a year free warranty in case any damage happens. In analyzing author Wong, (2015)
stated customers also have the ability to purchase premium insurance after the year ends. We will
also give customers a discount on a phone case that we guarantee will protect your phone
(Wong, 2015). We will also tell customers that we recommend them to buy a screen protector to
protect the touchscreen.
Over time apple has some issues regarding the battery life of their phone. Some people feel
that with all the upgrades the phone has and all its new features the lack of improvement on the
battery is a setback. Luckily with our new iPhone 7s battery life of the phone had doubled. It
would only take 30 min to fully charge and the battery would last twenty-four hours. The phone
can go an entire day without having to plug it in. Plus if the customer still feels that our battery
isn't sufficient enough well replace the battery for free.
Three recommendations I would recommend would be the first can be to make changes to
the making of each product by not having it come out so early and then have defected to the
device. According to author Spence, (2015) stated if you have debugs to the device, customers is

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going to complain and be upset because what they purchase should be in perfect condition
(Spence, 2015). Meanwhile customers would be inconvenienced by having the phone replaced or
fixed and they just brought it.
Another recommendation would be is to lower the prices of the iPhone models that are
already made available because if you do that people would want to exchange their old phones of
whatever their previous carriers are and would want a plan with your company. According to
author Lee, (2011) stated it can be a great opportunity for the company to gain more of new and
current customers (Lee, 2011). The company can also work with other carriers to establish and
increase their customer base.
Lastly, Apple Company should make their electronics more convenient for customers
because your products are expense mainly seven- hundred dollars. According to author Wong,
(2015) stated you should give the customers an option to either pay the full price or can finance
by paying in installments (Wong, 2015). First paying two- hundred dollars off the top, then pay a
hundred dollars for the next six months for the deadline.

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References
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performance: the moderating role of trust in one's manager. Journal Of Personal Selling & Sales
Management, 35(2), 164-174. doi:10.1080/08853134.2015.1010541
Bhasin, H. (2014, June 26). SWOT analysis of Apple iPhone. Retrieved October 4, 2015.
Burt, J. (2015). Apple Prepares for iPhone Event Next Month: Eweek 1
Heine, C. (2015). Can Apple Do for Wearable Ads What Facebook Did for Mobile?. Adweek, 1.
Kovach, S. (2015, February 2). 9 reasons why iPhones are better than Android phones. Retrieved
October 11, 2015, from http://www.businessinsider.com/iphone-versus-android-2015-2?op=1
Laja, P. (2013). Useful Value Proposition Examples (and How to Create a Good One).
Retrieved from http://conversionxl.com/value-proposition-examples-how-to-create/
Lee, C. W. (2011). Managing Effective Consumer Communication Through Customer Care: The
Singapore Perspective. Journal of Promotion Management, 17(2), 148-164. Doi: 10.
1080/10496496491.2011.580681 Kovach, (2015)
Liberman, N. (2013, January 7). Right Content - 4 Customer Communication Tips. Retrieved
November 23, 2015, from http://contentmarketinginstitute.com/2013/01/content-strategy-
communicate-at-every-customer-stage/
Luckerson, V. (2015). These Are Apple’s New iPhones. Time.com, N.PAG

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Manning G, Reece B., & Ahearne, M. (2012). Selling today creating customer value (12th ed).
Upper Saddle River, NJ: Pearson Education)
Palenchar, J. (2012). Apple Connector: Audio Industry Not Home-Free Yet. TWICE: This Week
In Consumer Electronics, 27(20), 4-22.
Price, D. (2015, October 1). We're already looking ahead to 2016's iPhone 7. Here are the latest
clues & rumors. Retrieved October 5, 2015, from APPLE IPHONE 7 PROMISES TO BE
WATER-PROOF, PLANS TO USE A DIFFERENT
Pullen, J. (2015, August 4). 7 Secrets of the Apple Genius Bar Everybody Should Know.
Retrieved October 12, 2015, from http://time.com/3982060/apple-genius-bar/
RENIHARDT, K. 2015. (July 30). Apple iPhone 6s launch may add to T-Mobile hot streak.
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Saini, J. (n.d.). Apple Inc.'s Target Market. Retrieved from http://
appleinccasestudy.weebly.com/apples-target-market.html
Snelling, D. (2015, September 26). IPhone 6s Review: 3D Touch will change EVERYTHING,
Live Photos will NOT. Retrieved September 26, 2015, from http://www.express.co.uk/life-
style/science-technology/607757/Review-Apple-iPhone-6S-UK-Upgrade
Spence, Ewan. (2015). Apple Loop: iPhone 6S Reviews. http://www.forbes.com
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Weiss, T. R. (2015). Samsung Moving Up Next Galaxy Note Release to Beat Apple to
Market. Eweek, 1.
Willis, D. (2011, October 19). New Google Smart Phone Recognizes Your Face | MIT
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Wong, R. (2015, July 2). Turing Phone is tougher than steel, boasts great specs and super
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phone/#Ht033xei75qd
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social-media-to-promote-your-small-business/
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http://www.apple.com/iphone-6s/design/
Appendix A

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o Pictures & 3 Year Pie chart
$272,996 , 6%
$81,900 , 2%
$245,700 , 6%
$54,600 , 1%
$630,000 , 15%
$315,000 , 7%
$945,000 , 22%
$94,500 , 2%
$630,000 , 15%
$157,500 , 4%
$630,000 , 15%
$189,000 , 5%
Iphone 7 16GB (Dark Blue) Iphone 7 16 GB(Space Grey) Iphone 7 16GB (Rose Gold) Iphone 7 16GB(Silver)
Iphone 7 64GB (Dark Blue) Iphone 7 64GB (Space Grey) Iphone 7 64GB (Rose Gold) Iphone 7 64GB (Silver)
Iphone 7 Plus 16GB (Blue) Iphone 7 Plus 16GB (Space Grey) Iphone 7 Plus 16GB (Rose Gold) Iphone 7 Plus 16GB (Silver)
Year 1

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$313,945 , 6%
$94,185 , 2%
$282,555 , 6%
$62,790 , 1%
$724,500 , 15%
$362,250 , 7%
$1,086,750 , 22%
$108,675 , 2%
$724,500 , 15%
$181,125 , 4%
$724,500 , 15%
$217,350 , 5%
Iphone 7 16GB (Dark Blue) Iphone 7 16 GB(Space Grey) Iphone 7 16GB (Rose Gold) Iphone 7 16GB(Silver)
Iphone 7 64GB (Dark Blue) Iphone 7 64GB (Space Grey) Iphone 7 64GB (Rose Gold) Iphone 7 64GB (Silver)
Iphone 7 Plus 16GB (Blue) Iphone 7 Plus 16GB (Space Grey) Iphone 7 Plus 16GB (Rose Gold) Iphone 7 Plus 16GB (Silver)
Year 2

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Appendix B
o Advertisments
$361,037 , 6%
$108,313 , 2%
$324,938 , 6%
$72,209 , 1%
$833,175 , 15%
$416,588 , 7%
$1,249,763 , 22%
$124,976 , 2%
$833,175 , 15%
$208,294 , 4%
$833,175 , 15%
$249,953 , 5%
Iphone 7 16GB (Dark Blue) Iphone 7 16 GB(Space Grey) Iphone 7 16GB (Rose Gold)
Iphone 7 16GB(Silver) Iphone 7 64GB (Dark Blue) Iphone 7 64GB (Space Grey)
Iphone 7 64GB (Rose Gold) Iphone 7 64GB (Silver) Iphone 7 Plus 16GB (Blue)
Iphone 7 Plus 16GB (Space Grey) Iphone 7 Plus 16GB (Rose Gold) Iphone 7 Plus 16GB (Silver)
Year 3

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(Heine,2015)

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(Heine,2015)

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Appendix C
o Brand Terms & Success or Failure
Chapter 7 in the textbook definition value proposition is benefits and values a company
promises to give to their customers in order to satisfy their needs and wants. Pricing is the
amount a company will charge a consumer to purchase their product. In analyzing Manning,
Reece & Ahearne (2012) authors stated value proposition can lead to success of a sales proposal
because when a customer hears that a company will meet their needs and wants, it captures their
interest. That is a good thing, but only if the company is actually able to keep their promises
made to the customers. If they do not, then customers will be a lot less likely to look into their
product and make any purchases (Manning, Reece & Ahearne, 2012). Pricing can lead to either
success or failure of a sales proposal. In order to decide on a price for a product there are many
things to consider such as, cost of making the product and profit. According to author Laja,
(2013) a company does not want to price tooo low because they still need to make a profit on
their product, but it is also not the best to make the price to high as well because it may
discourage buyers. Pricing plays a big role in the success or failure of a product (Laja, 2013).
Competition is another thing that needs to be kept in mind when it comes to price as well
because if a company’s product is priced too high, there will be another company that will come
out with a similar product with the same features and offer it for less of a price, which is
something consumers will look into.

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Chapter 4 describes style flexing is the ability to adapt a person's communication style and
being able to help the person. According to Manning, Reece & Ahearne (2012) style flexing can
improve sales because being able to adjust your communication style to others means that you
can have the same views as that person and can relate to similar points and views. In analyzing
author Liberman, (2013) stated you and the person you are communicating with can be on the
same page, therefore communicating should be easy (Liberman, 2013). Style flexing can not
only improve sales, it can also add sales value. Style flexing is beneficial because when you and
the customer are on different views, things tend to often get miscommunicated and sometimes it
can leave the customer feeling uncomfortable and frustrated (Manning, Reece & Ahearne 2012).
Style flexing can be a success in one's sales proposal because communicating with the customer
is a key factor when selling a product or service. According to author Zeckman, (2012) stated if
one is able to adapt to the customer's communication style, it is easier to communicate and agree
on certain things (Zeckman, 2012). If you successfully can communicate with the customer then
they will view you as someone who can help him meet their needs.
Chapter 6 in the textbook defines solution selling is when the salesperson has the ability to
identify the customers’ concerns/problems and works with the customer to find a solution that
will solve the problem and prevent it from happening again. Manning, Reece & Ahearne (2012)
authors stated when you meet a new customer, you want to ask the customer what specifically
they are looking for in the product, and this can be very helpful because it narrows down the
options so that you can offer a customer something that would satisfy them. The most we can ask
the customer questions and also make them comfortable enough to ask the salesperson questions,
therefore not only are you helping the customer but you are also communicating and making a
potentially long term relationship with the customer (Manning ,Reece & Ahearne ,2012).

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Solution selling can be successful if it is used correctly. According to author Liberman, (2013)
stated sometimes salespeople tend to offer customers all the products without asking what they
are looking for and it tends to confuse customers, which is not what we want (Liberman, 2013).
This is why solution selling can be beneficial. We narrow down our options and inform the
customer which products we think best suits them. This also is helpful for value added selling, if
a customer wants something from the product/service and they can only get it for an additional
cost, you can inform them of the add-on as well and how they can benefit from the add-ons.
Chapter 5 in the textbook defines business ethics is the morals and standards of behavior in
the business world. These are the values that can be transformed and effective behaviors into
everyday life. Business ethics can be a failure or success to one’s company just because if you do
something ethical you will not get into extreme trouble because you done the right thing by your
customers and your business. According to Manning, Reece Ahearne (2012) authors stated
unlike you try something unethical there will be consequences. Many stakeholders will be in
conflict with this a number of business organizations, and professional associations and agencies
have written codes (Manning, Reece & Ahearne, 2012). The members must follow these rules
from National Association of Sales Professionals by standards of professional conduct. Chapter 5
defines business defamation meaning salespeople would compare their characteristics and
quality with a competitor during the sales call. If the competition is not accurate or insulting
another business, reputation it is illegal. In analyzing information Manning, Reece & Ahearne
(2012) authors stated businesses have sued their competitors for insulting comments while
selling a product. This can be a failure of your business just because you can be making
statements about a company that is not true or not accurate (Manning, Reece & Ahearne, 2012).

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There is business slander where you make untrue statements about that company’s competitor.
Also, another one can be told about a product being false or claims of a competitor’s product.

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