Assume you are a sales manager for a firm that is a distributor of hospital equipment and supplies. Your company offers its customers a wide range of products-everything from disposable rubber gloves to high-tech patient monitors.
Thus, purchases made by your customers include straight rebuys, modified rebuys, and new-task purchases. Your job is to explain to your new salesperson the differences among these types of purchases and how to effectively "get the business" for all three types of purchases.
In a role-playing exercise with another classmate, provide the needed information and advice.