Types of Business Buying Decisions
In this simple exercise, students identify the types of business purchases that would be considered as a straight rebuy, a modified rebuy, or a new task.
B2B Marketing
Franchisor and Franchisee Relationships
Students review franchising deals – are they ethical or is it a simply a case of ‘buyer beware’, where the potential franchisee should do their due diligence?
Salespeople Incentive Schemes
In this exercise, students need to calculate the total salary/incentive paid to salespeople (across different payment structures) and then determine which structure has the best approach for the firm’s marketing goals.
Which Sales Promotion Tool?
Firms may use a variety of sales promotion tools to help them increase short-term sales. Students choose from a list of possible tools and identify which one/s would be most appropriate.
Should You Have Your Own Sales Team?
In this activity, students need to choose whether a new furniture manufacturer should set up its own sales team or utilize an established company of sales agents?
Should We Use a Wholesaler?
Removing the middle-man (a wholesaler) from the channel will provide a higher per unit margin for a manufacturer, but will it result in a higher profit overall?
Channel Conflict Challenges
This activity highlights several common channel conflict situations. For each situation, the task is to determine how to reduce the level of conflict.
Which Channel Would You Choose?
Assuming that Pizza Galore wanted to introduce a mini breakfast pizza), then which would be the best channels for them?
Setting Your Price
Students assume that they decide to start a business as a marketing consultant. How much do they need to charge for their consulting services?
Do Manufacturers Like Private Labels?
Why would a large manufacturer want to produce a private label product that will directly compete against their flagship product? Hopefully this activity will provide the answer.
