Writing Homework Help

Business-to-Business Marketing Examination Paper:

Case Study – Verbeek Packaging Worldwide: the TotPet account

Answer TWO questions:
ONE question from SECTION A, and; ONE question from SECTION B.

SECTION A

1. How is Verbeek’s current strategy challenged by TotPet’s emerging global purchasing organisation?
2. Outline two alternative positions that Johan Ten Cate’s positions can take in response to TotPet’s (Delvallée) request. Make an argument for the position you would advise Ten Cate to take.
4. SECTION B
5. What lessons can we draw from this case about the challenges of global account management?
6. Using a network approach, identify: (i) the actors who will be directly affected by the proposed changes to the relationship between Verbeek and TotPet; (ii) other actors who may be indirectly affected by the changes to this relationship.