The six role play supplements and this B2B role play case describe an account manager's seven month sales process as well as the customer's purchasing process that resulted in a lost order. It is a superior case to explore organizational buying behaviour, the area of the selling procedure as well as the management of sales resources (time) as an advantage.
It can be comprised in an introductory marketing class at the MBA or undergraduate degree. It's equally successful for executive development. In addition, it fits in a B2B marketing course to investigate organizational buying behaviour, or in the introduction module in a sales management class.
Reliable Equipment Ltd The Popcorn Predicament Case Study Solution
PUBLICATION DATE: June 22, 2012 PRODUCT #: W12091-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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