Buyer Behaviour

In: Business and Management

Submitted By adiana
Words 7826
Pages 32
Role Play 1

1. Introduction

In order to develop District 100’s sales goals for the next year, Rhonda called in for an early morning meeting with five of her salespeople in the district. Rhonda will be working with her salespeople to set goals for the upcoming year. They will be also be discussing during this meeting on the various external environmental factors that will have potential impacts on Upland’s business and their clients. Rhonda’s main objective is to stimulate discussion about the full spectrum of external environment factors that are likely to impair Upland’s business and to get everyone to contribute to the discussion.

2. Dialogue

Rhonda : Good morning everyone. Firstly, I would like you to know that there are many factors that can affect our company's business and the results of its operations, some of which are also beyond the control of the company…

Rhonda : Anyone have any idea on how it may affect Upland and our customers?

Chloe: Yes, I do know that there are some important factors that may cause the actual results of Upland’s operations in future periods to differ materially from those currently expected or desired.

Rhonda : So what do you have in mind, Chloe?

Chloe : Great. I would like to start to introduce some of the external factors that may affect our health and beauty product industry.

Chloe: One of the factors will be the general economic and industry conditions. Any general economic, business or industry conditions that cause our customers to reduce or delay their investments in the health and product industry could have a negative effect on Upland’s strength and profitability. Am I right to say that?

Rhonda : Yes, that’s so true.

Alex : Certainly. Oh, I have an example to add on to your point of factor. Let’s say if we were a Jeans manufacturing company, then a softening of demand for jeans ware may…...

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