Business-to-Business Buying Behavior
You are the sales manager for a hair and facial cosmetics distributor in the Midwest and have a staff of 120 sales representatives calling on literally thousands of hairstyle retail shops. The former sales manager had segmented the sales territory into two six-state geographical regions as follows:
• Region one: North and South Dakota, Nebraska, Kansas, Minnesota, and Iowa
• Region two: Missouri, Wisconsin, Michigan, Illinois, Indiana, and Ohio
While the brands that your company represents are competitive, a two-year downward trend in revenues in your second region has you concerned. By his own admission, the former manager never took the time to study the buying decision-making behavior of clients. Knowing that your job may be on the line, you are determined to identify the factors that influence the purchase of your products at the retail level.
On the basis of the given scenario, answer the following questions in a 2- to 3-page Microsoft Word document:Click Here To Get More On This Paper!!!!
• What types of problems do you think you need to resolve?
• What are the typical purchase criteria and specifications of your average client?
• What is the nature of the organizational influences on the buying decision?
• What is the typical relationship between your sales representatives and the retail shop business managers?
On a separate page, cite any sources using the APA format..
Submit it to the W3: Assignment 2 Dropbox by Week 3 Wednesday, Day 4.
Assignment 2 Grading Criteria Maximum Points
Accurately identified and described the type of problems you need to resolve. 5
Accurately identified and described the typical purchase criteria and specifications of your average client. 10
Critically analyzed and explained the nature of the organizational influences on the buying decision. 10
Accurately identified and described the typical relationship between your sales representatives and the retail shop business managers. 5
Presented a structured document free of spelling and grammatical errors. 5
Cited sources correctly using the APA format. 5
Total: 40
For assistance with any problems you may have when completing this assignment—OR—to offer your assistance to classmates, please use the Problems and Solutions Discussion area located through the left side navigation link.
You are the sales manager for a hair and facial cosmetics distributor in the Midwest and have a staff of 120 sales representatives calling on literally thousands of hairstyle retail shops. The former sales manager had segmented the sales territory into two six-state geographical regions as follows:
• Region one: North and South Dakota, Nebraska, Kansas, Minnesota, and Iowa
• Region two: Missouri, Wisconsin, Michigan, Illinois, Indiana, and Ohio
While the brands that your company represents are competitive, a two-year downward trend in revenues in your second region has you concerned. By his own admission, the former manager never took the time to study the buying decision-making behavior of clients. Knowing that your job may be on the line, you are determined to identify the factors that influence the purchase of your products at the retail level.
On the basis of the given scenario, answer the following questions in a 2- to 3-page Microsoft Word document:Click Here To Get More On This Paper!!!!
• What types of problems do you think you need to resolve?
• What are the typical purchase criteria and specifications of your average client?
• What is the nature of the organizational influences on the buying decision?
• What is the typical relationship between your sales representatives and the retail shop business managers?
On a separate page, cite any sources using the APA format..
Submit it to the W3: Assignment 2 Dropbox by Week 3 Wednesday, Day 4.
Assignment 2 Grading Criteria Maximum Points
Accurately identified and described the type of problems you need to resolve. 5
Accurately identified and described the typical purchase criteria and specifications of your average client. 10
Critically analyzed and explained the nature of the organizational influences on the buying decision. 10
Accurately identified and described the typical relationship between your sales representatives and the retail shop business managers. 5
Presented a structured document free of spelling and grammatical errors. 5
Cited sources correctly using the APA format. 5
Total: 40
For assistance with any problems you may have when completing this assignment—OR—to offer your assistance to classmates, please use the Problems and Solutions Discussion area located through the left side navigation link.
Click Here To Get More On This Paper!!!!
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