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Careers at Capital One - Case Introduction

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Submitted By charismadutta
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You have just been appointed the manager of the Cross Sells team at Capital One, which evaluates opportunities to market non-credit card products to our credit card customers. These cross sells usually involve building relationships with outside vendors who sell us products that we, in turn, can sell to our customers at a premium. One potential cross sell opportunity that is sitting on your desk right now is the Prepaid Phone Card - a piece of plastic you can use to pay for long distance telephone calls. You use the card by calling in to a 1-800 number, entering the card's PIN number, and then entering the destination telephone number. The minutes left on the card are kept track of by the outside vendor - your only responsibility is to market the product in a way that maximizes profit for Capital One. Take a few moments to consider some of the most important factors that will influence your decision on whether to pursue the Phone Card cross sell. When you've come up with some ideas, click here to continue.

Below is a list of some of the most important questions you should consider. Please take a moment to compare your list with the one below. Hopefully, you'll find a few of your answers on the list, plus a few more that you hadn't thought of.

How much does each Phone Card cost Capital One? Are there any other costs involved, such as a set-up fee? Are there any constraints on how many minutes each Phone Card has? Are there any constraints on how much we can sell the cards for? How much do competitors charge for the Phone Cards? How much do our cross sell products usually sell for? How many customers usually buy our cross sell products? What distribution

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