Review the STRATEGY APPLICATION concerning Wyeth’s sales force initiatives. Discuss how these changes should be integrated with the drug company’s promotion and marketing strategies.
Answer to relevant QuestionsThe ETHICS APPLICATION highlights several aspects of ethics that are relevant to salespeople. Discuss why salespeople are more likely to be confronted with ethical situations than manufacturing employees. Discuss the reasons why many companies are interested in the marketing potential of the Internet. Select a company and discuss how sales management should define the selling process. Consultants Booz Allen and the Association of National Advertisers have an online tool for assessing the “DNA” of marketing organizations—www.marketingprofiler.com. Visit this site and consider if the questions asked ...What are possible internal and external changes that may require changing the marketing organization design?
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