Instructions: Read Chapter 3. Go to Chapter 3 pages 90–91 and read the “Role Play Case,” then respond to the checklist items.
Source: Castleberry, S. B., & Tanner, J. F. (2018). Selling: Building partnerships (10th ed.). New York, NY: McGraw-Hill.
Checklist:
Create a Microsoft® PowerPoint® presentation that you will use to present yourself to the customer. Begin by introducing yourself and your (hypothetical) company.
Create a list of questions to ask the customer to understand the company’s buying process.
Assume you received the answers to the questions you asked. Outline the way the account’s organization is most likely structured. You may research a company in the same industry to provide insight into the way this company may typically be structured.
Based on material in the chapter, determine the (most likely) roles in the account’s buying center.
You may select one of the three accounts shown below:
a. Asset Recovery Management (ARM),
b. Fire Suppression Services (FSS), or
c. Mizzen Industries.
Your PowerPoint presentation should include approximately 4–6 slides (include additional title and reference slides). You will need to use the text for this class and/or other research to support your opinions. Be sure to include citations and a reference list.
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