This B2B role play case and also the six role play nutritional supplements describe the customer's purchasing process that resulted in a lost order and an account manager's seven month sales process. It's a superior instance to investigate organizational buying behaviour, the subject of the selling procedure and also the management of sales resources (time) as an advantage.
It can be included in an introductory marketing course in the MBA or undergraduate degree. It's equally effective for executive development. It also fits in in the introduction module in a sales management class, or a B2B marketing lessons to explore organizational buying behavior.
Premiere Distributing Inc. The Popcorn Predicament Case Study Solution
PUBLICATION DATE: June 22, 2012 PRODUCT #: W12089-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
Related Case Solutions & Analyses:
The Mike and Vicky Case (A): Confidential Instructions for Mike Campbell
The Special Master for TARP Executive Compensation
Cancer Treatment Centers of America (B)
The Leadership Disease…and its Potential Cures
Liberating Leadership: How the Initiative-Freeing Radical Organizational Form Has Been Successfully Adopted
Pandora: Royalties Kill the Web Radio Star? (A)
Camel’s Milk and Lamb’s Liver (C)
Didi Kuaidi
Pacific Drilling: The Preferred Offshore Driller
U.S. Digital Service
