Product details

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Subject category: Marketing
Published by: Ivey Publishing
Originally published in: 2012
Version: 2012-06-19
Length: 8 pages
Data source: Generalised experience

Abstract

This is part of a case series. This B2B role play case and the six role play supplements describe an account manager’s seven month sales process and the customer’s buying process that led to a lost order. It is an excellent case to explore organizational buying behaviour, the discipline of the selling process and the management of sales resources (time) as an asset. It can be included in an introductory marketing course at the MBA or undergraduate level. It is equally effective for executive development. It also fits in a B2B marketing course to explore organizational buying behaviour, or in the introduction module in a sales management course.
Location:
Industry:
Size:
Small
Other setting(s):
2011

About

Abstract

This is part of a case series. This B2B role play case and the six role play supplements describe an account manager’s seven month sales process and the customer’s buying process that led to a lost order. It is an excellent case to explore organizational buying behaviour, the discipline of the selling process and the management of sales resources (time) as an asset. It can be included in an introductory marketing course at the MBA or undergraduate level. It is equally effective for executive development. It also fits in a B2B marketing course to explore organizational buying behaviour, or in the introduction module in a sales management course.

Settings

Location:
Industry:
Size:
Small
Other setting(s):
2011

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