Principles of Marketing, Student Value Edition (17th Edition)
17th Edition
ISBN: 9780134461526
Author: Philip T. Kotler, Gary Armstrong
Publisher: PEARSON
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Chapter 16, Problem 16.11AC
Summary Introduction
Case summary: Company SP expects that every salesman will upsell every exchange by $200 with extra product and guarantee contracts. Company SP sales reps have been prepared to push until they get at any rate three protests. Sales staff who do not meet their objectives are trained.
If that does not work, the failing to meet expectations representatives face disciplinary activity that can prompt more night and end of the week shifts, diminished work hours, or even termination. Store supervisors additionally face powerful examination.
Characters in the case: Company SP.
To discuss: The reasons on whether Company SP focus on building customer value and relationships.
The selling process is the sequence of steps pursued by a salesperson while selling an item. This process is a finished cycle which begins from recognizing the customers to finalizing the negotiations with them.
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A company’s sales force creates and communicates customer value by personally engaging customers and building customer relationships. With its Market Basket approach, was Staples focusing on building customer value and relationships? Explain.
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Chapter 16 Solutions
Principles of Marketing, Student Value Edition (17th Edition)
Ch. 16 - Prob. 16.1DQCh. 16 - Prob. 16.2DQCh. 16 - Prob. 16.3DQCh. 16 - Prob. 16.4DQCh. 16 - Prob. 16.5DQCh. 16 - Prob. 16.6CTECh. 16 - Prob. 16.7CTECh. 16 - Prob. 16.8CTECh. 16 - Prob. 16.9ACCh. 16 - Prob. 16.10AC
Ch. 16 - Prob. 16.11ACCh. 16 - Prob. 16.12ACCh. 16 - Prob. 16.13ACCh. 16 - Prob. 16.14ACCh. 16 - Prob. 16.15VCCh. 16 - Prob. 16.16VCCh. 16 - Prob. 16.17VCCh. 16 - Prob. 16.18CCCh. 16 - Prob. 16.19CCCh. 16 - Prob. 16.20CCCh. 16 - Prob. 16.21CCCh. 16 - Prob. 16.22CCCh. 16 - Prob. 16.23MMLCh. 16 - Prob. 16.24MML
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