You are the primary sales representative for IBM calling on your university and are responsible for finalizing the sale of 20 new network servers. What is the most important factor you would focus on in making the sales presentation to the Vice President of Information Technology and why? What other characteristics would you discuss and why?
Answer to relevant QuestionsUse the chapter discussion of various buying center roles to describe the potential members of the buying center for the Air Force when purchasing an item like the B-2 Stealth Bomber. Who should be included and what are ...Assume for a moment that you are in marketing for Staples (the office supply company) and that the clients you are responsible for are business users (not end-user consumers). What five business market segmentation ...What are the advantages and disadvantages of Best Buy’s customer centricity strategy? How would you classify Barbie as a product–as a convenience, shopping, or specialty product? Discuss why you chose that particular classification given the amount of shopping effort required by consumers to purchase a ...SanDisk is introducing a new MP3 player and you are responsible for creating the package design. What key information and other creative elements would you include on the package?
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