Discussion Exercises Archives - Page 10 of 17 - Great Ideas for Teaching Marketing

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

Your Perception of a Salesperson

Discussion Exercises, Free Activities, Promotion

This activity is a simple discussion exercise to identify how salespeople are perceived by consumers (your students). A mix of positive and negative attributes are provided in the worksheet to enable simple, fast and valuable easy discussion in the classroom.

Your Perception 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

The Value of Loyalty Programs

Discussion Exercises, Member Activities, Promotion, Role Plays, Services/CRM

In this exercise, students need to decide whether a large retail chain would benefit from implementing a customer loyalty program.
EXCLUSIVE MEMBER ACTIVITY

The Value of Loyalty Programs 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

Push or Pull Strategy?

Discussion Exercises, Member Activities, Promotion

Using the information provided, students decide whether the type of firms listed at the end of the discussion should adopt a ‘push’ a ‘pull’ or a balanced/mixed promotional emphasis.
EXCLUSIVE MEMBER ACTIVITY

Push or Pull Strategy? 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

When to Buy a Franchise?

Discussion Exercises, Member Activities, New Product Process, Places and Channels, Services/CRM

This activity looks at a conversation between two brothers who are planning to buy into a retail franchise system. But their problem is that they cannot decide ‘when’ to buy a franchise.
EXCLUSIVE MEMBER ACTIVITY

When to Buy a Franchise? 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