S.

No Company Buying situation and other details

1 Home Furnishings Tata group of hotels Tata group has 3 types of hotels star
want to buy furnishings hotel comprising of different class of
hotels Ranging from Luxury hotels
(Taj and Gateway)Budget hotel
(Ginger)

The company wants to change its

furnishings i.e. Bed sheets Pillow
Covers and curtains for its hotels.

The requirement in terms of quality is

different for the luxury hotels and the
budget hotel.

2 Laptops IIM Vizag wants to buy It’s a new institution and has gone for
laptops for students and recruiting faculty in the academic year
faculty 2017-2018.Institution wants to
purchase laptops for faculty and
students.

3 Marble A builder wants to buy Builder is starting a new project and

Marble for a new project has a requirement of marbles which is
a sudden increase in the requirement.

4 Medical Equipment A corporate hospital A corporate hospital is expanding and

wants to buy medical starting a new branch and has a need
equipment for medical equipments

5 Software Software for an An institution in an A class University

Institution library has its own library for faculty and
students .The library has more than
30000 books and is managed
manually. Except for a computer and a
printer for basic correspondence they
do not use any other technology.

6 Cartridge for Big Bazaar has a Big bazaar is facing some problem
printers requirement for with its existing supply of cartridges
cartridges the number of prints it should be
giving as per company specs the
cartridge is not able to provide.

7 Furniture Wipro has started a new Wipro has started a new office in a
office coastal city in the southern part of the

8 A 4 Size paper
9 Cell Phone Case
10 Business Suits
Suggest suitable selling theories for the following and also explain the suitably of the
theory for the company.
country and requires new office
furniture.
LIC has a need for LIC has a need of Papers for his
papers for its offices offices in a city which is usually
purchased and decided by respective
offices in the city which means it’s a
decentralized purchase system
Samsung wants to Samsung wants to buy cases for its
outsource its cell phone Smart phones as per the specification
case purchase of the company and is looking for a
supplier.
GITAM institute of The institute has a practice of
Management wants to providing suits to its students to be
buy business suits for used as a formal dress code and at the
students time of interviews .