This B2B role play event and the six RPG supplements describe Account Manager seven-month sales process and the customer buying process, which led to a lost order. It is an excellent example to explore organizational buying behavior, the discipline of the sales process and management of sales resources (time) as an asset. It can be included in an introductory marketing course at the undergraduate or MBA level. It is equally effective for leadership development. It also fits in a B2B … Read more »

This B2B role play event and the six RPG supplements describe Account Manager seven-month sales process and the customer buying process, which led to a lost order. It is an excellent example to explore organizational buying behavior, the discipline of the sales process and management of sales resources (time) as an asset. It can be included in an introductory marketing course at the undergraduate or MBA level. It is equally effective for leadership development. It also fits in a B2B marketing course to explore organizational buying behavior, or in the introductory module in a sales management course.
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Michael Taylor
Source: Ivey Publishing
11 pages.
Release Date: 22 June 2012. Prod #: W12086-PDF-ENG
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