What information does management require to analyze the selling situation?
Answer to relevant QuestionsDiscuss the reasons why many companies are interested in the marketing potential of the Internet. Discuss some of the advantages and limitations of recruiting salespeople by hiring the employees of companies with excellent training programs. Consider the STRATEGY APPLICATION “The Toyota Way”. Can other companies learn from the Toyota approach to managing its organization, or is the success of the approach unique to Toyota? Of the various approaches to marketing organization design, which one(s) offers the most flexibility in coping with rapidly changing market and competitive situations? Discuss. Read the RELATIONSHIP APPLICATION describing Nucor Steel. Do “happy employees” always mean “happy customers”? Identify and list situations where you do not believe this is true.
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