B2B Marketing Archives - Page 2 of 4 - Great Ideas for Teaching Marketing

To Grow or Not? – Using Franchising

B2B Marketing, Member Activities, Places and Channels, Strategy and Plans

This brief case for a car manufacturer, explores possible expansion through franchising methods.
EXCLUSIVE MEMBER ACTIVITY

To Grow or Not? – Using Franchising Review the Teaching Activity

Franchisor and Franchisee Relationships

B2B Marketing, Discussion Exercises, Member Activities, Places and Channels

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?
EXCLUSIVE MEMBER ACTIVITY

Franchisor and Franchisee Relationships Review the Teaching Activity

Salespeople Incentive Schemes

Analysis and Metrics, B2B Marketing, Member Activities, Promotion, Review Exercises

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.
EXCLUSIVE MEMBER ACTIVITY

Salespeople Incentive Schemes Review the Teaching Activity

What is the Role of a Salesperson?

B2B Marketing, Discussion Exercises, Free Activities, Promotion

The task is to identify what particular things would you do/learn in order to be ready as a salesperson and to “hit the road” in a few week’s time.

What is the Role of a Salesperson? Review the Teaching Activity

Using Trade Promotions

B2B Marketing, Discussion Exercises, Free Activities, Promotion, Review Exercises

In this activity, students are presented with a list of trade promotion tools and choose the ones most appropriate for two different firms, with differing promotional objectives.

Using Trade Promotions Review the Teaching Activity

Will the Retailer Support the Sales Promotion?

Analysis and Metrics, B2B Marketing, Discussion Exercises, Member Activities, Promotion

A significant proportion of planned sales promotions do not get implemented due to the lack of full support by the retailer. The student task is to determine whether the retailer is likely to run/support the sales promotion.
EXCLUSIVE MEMBER ACTIVITY

Will the Retailer Support the Sales Promotion? Review the Teaching Activity

Which Sales Promotion Tool?

B2B Marketing, Free Activities, Promotion, Review Exercises

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.

Which Sales Promotion Tool? Review the Teaching Activity

Impact on Positioning

B2B Marketing, Discussion Exercises, Member Activities, Places and Channels, Products and Brands, Segmentation and Positioning

This activity outlines two situations in regards to the potential impact on the firm’s positioning due to their distribution channel selection.
EXCLUSIVE MEMBER ACTIVITY

Impact on Positioning Review the Teaching Activity

Which Store to Franchise?

B2B Marketing, Discussion Exercises, Member Activities, Places and Channels

In this activity, students need to determine whether a fast-food restaurant or a convenience store would be a more appropriate vehicle for franchising?

Which Store to Franchise? Review the Teaching Activity

Should You Have Your Own Sales Team?

B2B Marketing, Discussion Exercises, Member Activities, Places and Channels, Promotion

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?
EXCLUSIVE MEMBER ACTIVITY

Should You Have Your Own Sales Team? Review the Teaching Activity