The six role play nutritional supplements along with this B2B role play case describe an account manager's seven month sales process and also the customer's purchasing process that led to a lost order. It is an excellent case to investigate organizational buying behaviour, the area of the selling process as well as the management of sales resources (time) as an advantage.
It may be included in an introductory marketing course in the MBA or undergraduate degree. It is equally powerful for executive development. Additionally, it fits in a B2B advertising lessons to investigate organizational buying behavior, or in the introduction module in a sales management course.
PUBLICATION DATE: June 22, 2012 PRODUCT #: W12078-HCB-ENG
The Popcorn Predicament Competition, Conflict and Buying Behaviour Case Study Solution
This is just an excerpt. This case is about INNOVATION & ENTREPRENEURSHIP
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