Company Case: Procter & Gamble: Treating Business Customers as Strategic Partners

6-19 For the same product, discuss the differences in the types of decisions and the decision process for business and consumer markets.

6-20 This case covers the various members of a P&G customer Business Development team. For a P&G corporate client, illustrate how the different roles of the buying center might interact with that CBD team. Be specific.

6-21 Discuss some ways that P&G’s CBD structure is more effective than a single rep.

6-22 Why have P&G’s competitors not been able to duplicate its customer relationship strategy?

6-23 Will P&G’s divestment of 100 brands pays off? Why or why not?

Sources: Based on information from numerous P&G managers, with additional information from Demitrios Kalogeropoulus, The Procter & Gamble Company's Best Product in 2015, Motley Fool, December 27, 2015 .....

Answer rating: 100% (QA)

1 We talked about their product Secret which is a brand of antiperspirants As part of their effort to create an effective purchaser showcase structure that will help them build a longlasting relations... View the full answer