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Great Ideas for Teaching Marketing

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B2B Marketing

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.

Categories B2B Marketing, Business Markets, Consumer Behavior

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?

Categories B2B Marketing, Discussion Exercises, Places and Channels

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.

Categories Analysis and Metrics, B2B Marketing, Promotion, Review Exercises

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.

Categories B2B Marketing, Promotion, Review Exercises

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?

Categories B2B Marketing, Discussion Exercises, Places and Channels, Promotion

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?

Categories B2B Marketing, Business Markets, Discussion Exercises, Places and Channels, Promotion

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.

Categories B2B Marketing, Business Markets, Discussion Exercises, Places and Channels

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?

Categories B2B Marketing, Discussion Exercises, New Product Process, Places and Channels

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?

Categories Analysis and Metrics, B2B Marketing, Pricing

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.

Categories B2B Marketing, Decisions and Mini-Cases, New Product Process, Places and Channels, Products and Brands
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Great Ideas for Teaching Marketing has been developed as an alternative to long case studies. Hundreds of  activities, discussion exercises and tools are provided on this website, with new content added regularly.

They are ideally suited to topics that only require a 10-30 minute exercise addressing a distinctive concept, rather than a detailed, all-encompassing case study.

All the activities and discussion exercises are provided free for marketing lecturers to use in their classes.

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