The six role play supplements and also this B2B role play case describe an account manager's seven month sales process and also the customer's purchasing process that resulted in a lost order. It's a superb instance to explore organizational buying behaviour, the subject of the selling process and the management of sales resources (time) as an advantage.
It can be comprised in an introductory marketing course at the MBA or undergraduate level. It is equally effective for executive development. It also fits in the introduction module in a sales management course, or a B2B marketing course to investigate organizational buying behavior.
Perfect Popcorn Processing Co - The Popcorn Predicament case study solution
PUBLICATION DATE: June 22, 2012 PRODUCT #: W12086-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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