Discuss the roles doctors play in the business

Assignment Help Business Management
Reference no: EM13860293

Question 1 - First read up on the three most common buying situations in industrial markets - the straight rebuy, the modified rebuy, and the new task buying situation. Then interview a businessperson to learn how purchases are made in his or her organization. Ask this person to describe a recent straight rebuy, a modified rebuy, and a new task buying situation of which he or she is aware. (If necessary, define these terms for the businessperson.) Did the buying process differ for different types of products or purchase situations? Ask the businessperson to explain his or her role in a recent purchase and discuss the factors that influenced the decision.
Write a brief report of your interview.

Question 2 - B-to-B marketing relies heavily on sales reps. Salespeople do more than just sell products and services; they manage relationships with customers to deliver value to both the customer and their companies. Thus, for many companies, sales reps visit customers several times per year-often for hours at a time. Sales managers must ensure that their companies have enough salespeople to adequately deliver value to customers.

Determine the number of salespeople a company needs if it has 3,000 customers who need to be called on 10 times per year. Each sales call lasts approximately 2.5 hours, and each sales rep has approximately 1,250 hours per year to devote to customers per year.

Question 3- The North American Industry Classification System (NAICS) codes classify businesses by production processes, providing a common classification system for North America and better compatibility with the International Standard Industrial Classification system.

This six-digit number (in some cases, seven or ten digits) is useful for understanding business markets. Visit www.naics.com and learn what the six digits of the NAICS code represent. What industry is represented by the NAICS code 448210? How many businesses comprise this code? How can marketers use NAICS codes to better deliver customer satisfaction and value?

Question 4 - How would you like to sell to a customer that spends billions of dollars per year on contractors? If so, you need to learn how to crack the federal government market. The federal government purchases goods ranging from toilet paper to aircraft carriers and services from janitorial supplies to high-tech IT. This is a lucrative market-especially during economic downturns.
Companies such as Dataguise, a database security solutions company, and Kearney & Company, an accounting firm, focus their marketing solely on this market. How do businesses-big and small-find out about opportunities in this market? One way is to search the government's Web site for opportunities. A great deal of the government's buying is now done online.

1. Go to the Federal Business Opportunities Web site (www.fbo.gov) and watch the general overview demonstration video for vendors. After watching the video, conduct a search for opportunities using tips you learned in the video. Are there many opportunities in your geographic area? Write a brief report describing the usefulness of this website for businesses desiring to sell to the government market.

2. Visit the Web sites of other government buying resources that you found using Google to learn more about them. Write a brief report explaining how small business can use these recources.

Question 5 - Pharmaceutical companies give physicians money and other promotional benefits when marketing their products; some receive hundreds of thousands of dollars. J&J, Pfizer, GSK, and other drug manufacturers are now disclosing payments to physicians, medical centers, and academic institutions. In the second half of 2009, Pfizer paid $35 million to 4,500 doctors and academic medical centers, and GSK reported paying $14.6 million in the second quarter of 2009. In total, the drug industry spends about $20 billion per year marketing to health professionals. These payments are in the form of gifts, food, trips, speaking fees, drug samples, and educational programs. The companies are providing this information voluntarily now. However, because of the "sunshine provisions" of the Health Care Reform Act, pharmaceutical companies will be required by law beginning in 2013 to publicly disclose cumulative payments to health-care providers totaling $100 or more per year.

1. What type of demand exists for pharmaceutical and medical device products? Discuss the roles doctors play in the business buying process for medical equipment used in a hospital and why companies market so heavily to them.

2. Should the promotional relationships between doctors and drug and medical device companies be allowed? Discuss the pros and cons of this practice. Will a disclosure of this relationship influence your decision regarding which doctor to visit?

Reference no: EM13860293

Questions Cloud

Current position at a facility in the mid west : The purpose of this assignment is to help you see that one's leadership style and effectiveness is culturally dependent.Assignment Overview: Assume that you are being sent to China to run a division of your company's overseas operations. Let's assume..
Complete iguanas budgeted income statement for quarter two : Complete Iguana's budgeted income statement for quarter 2. (Round cost per unit and final answers to 2 decimal places.)
Environment throughout the full life cycle of the product : Definition of sustainable procurement but, in its simplest terms, it is the ability to purchase products and services, usually on a large scale, without compromising resources for future generations.
Create a cheat commands in the game so player can teleport : Create a cheat commands in the game so player can teleport to any location in the map - The first four tasks in this section can be completed by modifying only the code within the ProcessStatement() and Game() functions. This section typically requ..
Discuss the roles doctors play in the business : What type of demand exists for pharmaceutical and medical device products? Discuss the roles doctors play in the business buying process for medical equipment used in a hospital and why companies market so heavily to them
What is the market equilibrium : Assume demand is given by: Qd = 80 - 4p. Assume supply is given by Qs = 40. What is the elasticity of supply? What is the market equilibrium?
Methods of researching and organizing research : methods of researching and organizing research
Consumption-leisure models : Draw the complete consumption-leisure model. Be sure to label completely and correctly. Find the optimal consumption bundle.
Provide an interpretation for the budget constraint : Budget Constraint- Provide an interpretation for the budget constraint. Explain what the slope of the budget constraint is. What is a point of tangency?

Reviews

Write a Review

 

Business Management Questions & Answers

  Define challenges in the global business environment

Challenges in the global business environment are mostly attributed to unethical business practices, failure to embrace technology advancements, and stiff competition among businesses

  What type of vertical supply chain/distribute

A small manufacturer was once quoted as saying, "The best day also the worst day of my business life was the day we got a contract from Wal-Mart." Illustrate what type of vertical supply chain/distributer; ion channel is the manufacturer entering?..

  Is consolidation practice consistent with entity theory

Describe how the current practice for consolidation is consistent with the entity theory of consolidation?

  Field of human resource management

Several issues occur in the field of human resource (HR) management. Sum up the responsibility of HR management to address and solve these problems.

  Effective and ineffective leadershipi describe an effective

effective and ineffective leadershipi describe an effective leadera first describe your job. how long had you held this

  How does a company derive or evaluate its vision

Mission, Vision and Corporate Culture - How does a company derive or evaluate its vision? Its mission? Values? Corporate culture?

  Pros and cons of standardization for advertising

What are the pros and cons of standardization for international advertising? Discuss the tools used by public relations professionals. Is public relations free promotion for a company?

  "natural monopoly

Throughout this course the concept of a "Natural Monopoly" will be raised. Using your textbook and other official academic sources, research the issue of "Natural Monopoly." Write a 2-3 page paper (in addition to a cover page) describing what a "Natu..

  Show the job over seas

Show what does that mean to you now that you've encountered several aspects of international business

  Explain using the same product category

Explain Using the same product category and predict what products in your category will be replaced with new products and new segments

  Corporate governance and strategic leadership1 - explain

corporate governance and strategic leadership1 - explain the impact internal corporate governance has on top-level

  School bullying is a form of aggressive behavior

School Bullying is a form of aggressive behavior that occurs when a student is exposed repeatedly to negative actions from another student. In order to study the effectiveness of an anti bullying policy at schools, a survey of over 2,000 children was..

Free Assignment Quote

Assured A++ Grade

Get guaranteed satisfaction & time on delivery in every assignment order you paid with us! We ensure premium quality solution document along with free turntin report!

All rights reserved! Copyrights ©2019-2020 ExpertsMind IT Educational Pvt Ltd