Question: Vic Vendor, the new sales representative for Do or Dye Tools, has been complaining about the pricing structure that More Power has been using to

Vic Vendor, the new sales representative for Do or Dye Tools, has been complaining about the

pricing structure that More Power has been using to sell Do or Dye Tools. He does not fault

More Power for this since the problem lies mostly with Axel Rod, the former Do or Dye representative, who was in the habit of making informal handshake deals with More Power management regarding pricing rather than applying sound marketing principles. Despite this, Vic warns

that if the pricing structure does not change, Do or Dye may have to discontinue business with

More Power. Which of the

5

approaches would you recommend to Joe?

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