- Hewlett-Packard and Oracle are examples of companies that create key account teams, including product, sales, and other functional specialists. What is the purpose of such teams?
- After experiencing steady declines in its traditional personal computer markets, Microsoft shifted substantial resources into cloud-computing services. For example, its Azure service offers highly scalable provisioning, load-balancing, and system health monitoring features on a subscription basis. Like many other technology services, cloud products enable Microsoft to obtain recurring revenues and reduce its reliance on one-time sales. Describe Microsoft’s shift in terms of at least one of the three components of B2B (business-to-business) strategy.
- The passage of the Affordable Care Act in 2012 in the United States created requirements for many firms to provide health insurance for their employees. Before purchasing a plan, companies needed to decide how effectively different plans delivered the benefits they sought. For example, some plans offered low co-pays but small physician networks, while others had high co-pays but large networks. Such an effort would take place during which stage of the business buying process?
- Identify the three types of B2B (business-to-business) buy classes and rank them from least risky to most risky.
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