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Loctite Case

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Issue:

Business

 

Written by:

Robbie G

 

Date added:

June 7, 2014

 

Level:

University

 

Grade:

A

 

No of pages / words:

3 / 731

 

Was viewed:

7081 times

 

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Essay content:

Distributors will be particularly important to selling to the customer base that currently uses adhesives, since 62% of these companies purchase instant adhesives through distributors. However, we will not be solely reliant on distributors to sell the Bond-a-Matic, because as a part of our market development approach we will be directly selling to end-users, in which case we can deliver sold product to converts on our own, at least initially...
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The majority of our sales force will initially be focused on selling directly to these end-users. We will segment the sales force by industry, to align with our overall market strategy. Because we are focusing deeply on specific industries, some of our sales force will be assigned specific customer accounts within specific industries to build relationships...
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