Define the two types of buying situations confronting alice

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Alice Waters is an industrial salesperson for Atlantic Tool & Die Company. Alice will be calling on two accounts this afternoon: Cleveland Fabricating, Inc. and Lake Erie Products Corp. Alice has been selling drill bits to the buying organization at Cleveland Fabricating for the past three years. The second sales call, to Lake Erie Products is a bit different since Erie has been buying from a competitor, ACME Drill Products, for the past five years. Alice has a good rapport with the purchasing manager and shop supervisor and believes the time may be right to penetrate this account. Alice heard the purchasing manager is not happy with ACME’s delivery record. Using what we learned in this class, 1) Define the two types of buying situations confronting Alice in these two sales calls and 2) briefly outline the appropriate strategy she should follow in each case. I do not want you to just give opinion, or ramble on here, but to use what we learned about B2B organizational buying behavior to inform your answers.

Reference no: EM132226526

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