Chronicle of the day in the life of the seller Royal Corp, Mary Jones, part of the Royal Centre for Reproduction (RRC) division. RRC division specializes in high quality printing and copying services turnover. Department sellers are responsible for the sale of copy / print services, Royal 750 color copier and corporate Copy Center (CCC) concept, which includes the equipment of the client with the staff and copiers to work on the premise of the reproduction operation. Jones focused on the difficulties in selling the concept of CCC. Gifts daily activities Sales Business-to-business buyer and seller in the behavior of the two different types of services (CBS and seal) and the product (color copier). Also shows the difficulty of selling a new concept, typical problems that sellers meetings, and the importance of understanding the behavior of the buyer and the process of buying a new product.Royal Corporation Case Solution
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by H. David Hennessey, Barbara Kalunian Source: Babson College 23 pages. Publication Date: January 1, 2006. Prod. #: BAB122-PDF-ENG
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