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cloverleaf

Essay specific features

 

Issue:

Business

 

Written by:

Bradley R

 

Date added:

October 15, 2015

 

Level:

University

 

Grade:

A

 

No of pages / words:

2 / 377

 

Was viewed:

4404 times

 

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Essay content:

Other related marketing factors also contributed as this report implies but the three explained above were significant in explaining Cloverleaf’s downfall. (1) Sales Strategy: Having a sales strategy means that you have accessed the big picture of what it takes to get the customer to want to buy and although Cloverleaf plc based theirs around “high quality”, “enhanced reliability” and “superior performance”, its salespeople often lacked the skills and knowledge necessary to improve the chance of sales success...
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This concerned understanding the buying organisation’s decision making unit (DMU), product knowledge and information on competitors’ products and their criticisms. (A) Understanding buyer behaviour: It is evident from John Goodman (sales executive) and his record of sales calls, that he was not familiar with Commercial SA’s decision making process and how they made their decision...
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