The Core Decision Criteria For Nyassa

Customers often have substantial power to affect the competitive environment. This power can take the form of easy consumer access to several retail outlets to purchase the same or similar products or services (Pearlson & Saunders et al., 2009). L.L.Bean has, from the beginning, recognized that the customer has many options in spending. This recognition of the power the customer holds is reflected in

Having knowledge of your consumer and them of you verse having them have knowledge of your business will draw them to the front door of your business.

'Traditional marketing in the business-to-business environment requires very different strategies from those campaigns directed towards the consumer market.' (ExtraVision, n.d., p. 1) 'Consumer competition can be a lot fiercer, with customer loyalty a constant battle.? (ExtraVision, n.d., p.1)

4. Distributing services using activity based costing reveals that Customer A is a highly more profitable consumer to Western than Customer B, despite identical net sales (see attached). Customer A uses less storage, delivery services, has fewer requisitions and a smaller inventory balance, making them a more inexpensive customer to service, in comparison to Customer B.

Goal: Create value (defined as outcomes relative to input costs), measure innovation returns, and receive market rewards.

Their extensive research in market trends enables them to keep a step ahead of its competitors by constantly expanding to meet consumer needs.

|organisation |customers and will increase the profits. The difference from the other two sectors is that customers are |

In order to gather knowledge about the topic and create a basis for the forthcoming empirical research and analysis, a critical literature review has been conducted. The literature focuses on the theory of a sales plan, the B2B selling process and the diffusion of innovation. The results of the literature analysis will provide the answer to sub-question 1: "Which characteristics does the literature reveal on the development of a B2B sales plan?".

In the B2B domain the fastest way to improve your sales number is to build great relationships with your customers. Relationships help discern when the industry a large number of established players in the market, customers are always asking for price-cut and the industry is quite mature with widespread adoption of products.

As a result of competitive pressures from the domestic market, the A-Team shifted its target clientele by from the B2B towards the SMEs and Consumers markets. As a result, a differential pricing strategy was adopted to cater the price-sensibilities of the Consumers market. This initiative proved to be sound, given the healthy revenue incurred from Consumers by year 3 and 4.

• Relationship buyers – large companies with potential of repeat business, had a team of outside and inside sales rep to manage the relationship, having access to online info, about the customers entire purchase history.

In addition to increased sales, the company sets out to enhance the number of the overall customer share that they have.

Three categories of customer relationships co-exist in the business model: personal assistance, communities, and co-creation. Personal assistance has an important role. LM

5. How can we deliver the value of the new product to meet our customer expectation

Marketing – To make another procedure is to make a skilled point of interest in new markets and move NZAB from the Indian business to Asian market.