Choose an existing Swedish B company you have access to or invent a fictive company. How should
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Question:
Choose an existing Swedish B company you have access to or invent a fictive company.
How should the company act to identify and engage with new customers in Sweden?
What sales orientation hunting or farming do you suggest? What is the optimal prospecting process?
Suggest a country, region, or market outside Sweden where it would make sense for the company to increase its sales activity.
What challenges would the salespeople face when trying to engage customers and develop relationships in this situation?
What relationship-selling strategy would you recommend?
Related Book For
Concepts of Database Management
ISBN: 978-1285427102
8th edition
Authors: Philip J. Pratt, Mary Z. Last
Posted Date: