This B2B role play case as well as the six role play nutritional supplements describe an account supervisor's seven month sales process and the customer's buying process that resulted in a lost order.
It is a great instance to investigate organizational buying behaviour, the area of the selling procedure and the management of sales resources (time) as an advantage. It could be contained in an introductory marketing class at undergraduate degree or the MBA. It is equally effective for executive development. Additionally, it fits in the introduction module in a sales management class, or a B2B marketing class to investigate organizational buying behavior.
PUBLICATION DATE: June 22, 2012 PRODUCT #: W12090-HCB-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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