This B2B role play instance along with the six role play supplements 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 great case to investigate organizational buying behaviour, the discipline of the selling process and the management of sales resources (time) as an asset.
It could be contained in an introductory marketing class at the MBA or undergraduate level. It is equally powerful for executive development. In addition, it fits in in the introduction module in a sales management course, or a B2B advertising lessons to explore organizational buying behaviour.
Pleasant Popcorn Processing Co.The Popcorn Predicament Case Study Solution
PUBLICATION DATE: June 22, 2012 PRODUCT #: W12087-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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