學門類別
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Reliable Equipment Ltd.: The Popcorn Predicament (Role Play)
內容大綱
This is a supplement to The Popcorn Predicament: Competition, Conflict and Buying Behaviour.
學習目標
<ul><li>To understand that B2B buying decisions are structured processes.</li><li>To learn why the organizational buying process involves multiple players (DMU). Also, to understand needs related to various skill sets, different perspectives, different criteria, buy-in, risk management, etc.</li><li>To learn the different market chains and types of buying processes for different types of products — in this case, MRO-OPEX and CAPEX.</li><li>To learn how B2B sales orders are usually formal contracts (different from B2C). There must be a signed contract (in this case, a purchase order).</li><li>To learn how distributors add value, and how distributors and suppliers can collaborate in the sales process to improve effectiveness.</li><li>To understand that selling is a process, that sales time is an investment, and that the allocation of time must be planned. Sales calls require planning. (Appointments must be made and there must be value in each call.)</li></ul>