Today's Agenda:

Guest Speaker:  Leigh Bohmfalk, Vice President of Wells Fargo, & Lisa Spinazze, of Cybersight

Student Presentation:  Blue Light for K-Mart, by Team 3 (Ravi B., Shivani M., Swen W.)

Lecture Topic:  Developing Digital Products for Online Distribution

Preparation for the Next Class:

Case Analysis:  DigitalThink: Building a Sales Force.  Discussion questions:

1. What is DigitalThink's competitive advantage in this IT training market? Is it making best use of that competitive advantage in its current business model? Explain why.
2. How large is the potential market for DigitalThink? What segment(s) is it concentrating on? What segment(s) should it concentrate on?
3. To effectively generate sales, what skills/traits should its salespeople possess? Among the 5 sales candidates, whose resumes appear in Exhibit 6, who do you think will be most effective in selling this unique type of product? Why?
4. Recommend a marketing program (advertising, PR, customer service, pricing, etc.) that can better support the sales force and allow them to deliver results.

Oral Presentation Prep:  News Brief by Team 4 (Alice H., Anongrat P., Tico S.)

Other Deliverables:  None