The sales environment.

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Answer 1

Question

Chapter 17, Problem 1LO

Summary Introduction

To discuss: The sales environment.

Expert Solution & Answer

Explanation of Solution

Sales environment:

Sales person can be business focused (selling the goods to other firms) or customer focused (in case of retail). There will be constant change in the sales environment as new competitors enter and old competitors leave the market. The ways that the consumers interact with the salespeople and learn regarding the products and suppliers are changing because of the huge increase in sales advanced technology. They must be very effective at customer relationship management, personal selling, and sales management, and technology as all of these plays the major role in developing a long-term relationship with consumers.

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Adapted from: (Case 18. Nando’s International: Taking chicken to the world. Re-printed with the kind permission of De WitsBusiness School. http://cws.cengage.co.uk/hoffman/students/cases16-18/case_18.pdf) Critically discuss the role of Strategic Alliances and Joint Ventures in global marketing strategy with reference to Nando’s.Demonstrate how Nando’s can ensure that these partnerships align with their corporate culture, values, and long-termstrategic objectives. Ground your discussion in relevant strategic management models such as Transaction CostEconomics (TCE).

Which of the following questions that an audience may ask focuses on logic? a. What is your background and experience? b. How do I know I can trust you? c. How can I verify this information? d. Who benefits from this proposal?

Answer 2

Question

Chapter 17, Problem 1LO

Summary Introduction

To discuss: The sales environment.

Expert Solution & Answer

Explanation of Solution

Sales environment:

Sales person can be business focused (selling the goods to other firms) or customer focused (in case of retail). There will be constant change in the sales environment as new competitors enter and old competitors leave the market. The ways that the consumers interact with the salespeople and learn regarding the products and suppliers are changing because of the huge increase in sales advanced technology. They must be very effective at customer relationship management, personal selling, and sales management, and technology as all of these plays the major role in developing a long-term relationship with consumers.

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Answer 3

Question

Chapter 17, Problem 1LO

Summary Introduction

To discuss: The sales environment.

Expert Solution & Answer

Explanation of Solution

Sales environment:

Sales person can be business focused (selling the goods to other firms) or customer focused (in case of retail). There will be constant change in the sales environment as new competitors enter and old competitors leave the market. The ways that the consumers interact with the salespeople and learn regarding the products and suppliers are changing because of the huge increase in sales advanced technology. They must be very effective at customer relationship management, personal selling, and sales management, and technology as all of these plays the major role in developing a long-term relationship with consumers.

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Answer 4

Question

Chapter 17, Problem 1LO

Summary Introduction

To discuss: The sales environment.

Expert Solution & Answer

Explanation of Solution

Sales environment:

Sales person can be business focused (selling the goods to other firms) or customer focused (in case of retail). There will be constant change in the sales environment as new competitors enter and old competitors leave the market. The ways that the consumers interact with the salespeople and learn regarding the products and suppliers are changing because of the huge increase in sales advanced technology. They must be very effective at customer relationship management, personal selling, and sales management, and technology as all of these plays the major role in developing a long-term relationship with consumers.

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Answer 5

Chapter 17, Problem 1LO

Summary Introduction

To discuss: The sales environment.

Expert Solution & Answer

Explanation of Solution

Sales environment:

Sales person can be business focused (selling the goods to other firms) or customer focused (in case of retail). There will be constant change in the sales environment as new competitors enter and old competitors leave the market. The ways that the consumers interact with the salespeople and learn regarding the products and suppliers are changing because of the huge increase in sales advanced technology. They must be very effective at customer relationship management, personal selling, and sales management, and technology as all of these plays the major role in developing a long-term relationship with consumers.

Answer 6

Chapter 17, Problem 1LO

Summary Introduction

To discuss: The sales environment.

Expert Solution & Answer

Explanation of Solution

Sales environment:

Sales person can be business focused (selling the goods to other firms) or customer focused (in case of retail). There will be constant change in the sales environment as new competitors enter and old competitors leave the market. The ways that the consumers interact with the salespeople and learn regarding the products and suppliers are changing because of the huge increase in sales advanced technology. They must be very effective at customer relationship management, personal selling, and sales management, and technology as all of these plays the major role in developing a long-term relationship with consumers.

Answer 7

Chapter 17, Problem 1LO

Summary Introduction

To discuss: The sales environment.

Answer 8

Expert Solution & Answer

Explanation of Solution

Sales environment:

Sales person can be business focused (selling the goods to other firms) or customer focused (in case of retail). There will be constant change in the sales environment as new competitors enter and old competitors leave the market. The ways that the consumers interact with the salespeople and learn regarding the products and suppliers are changing because of the huge increase in sales advanced technology. They must be very effective at customer relationship management, personal selling, and sales management, and technology as all of these plays the major role in developing a long-term relationship with consumers.

Answer 9

Expert Solution & Answer

Answer 10

Expert Solution & Answer

Answer 11

Ch. 17 - Prob. 1LO Ch. 17 - Prob. 2LO Ch. 17 - Prob. 3LO Ch. 17 - Prob. 4LO Ch. 17 - Prob. 5LO Ch. 17 - Prob. 6LO

The sales environment.

To discuss: The sales environment.

Explanation of Solution

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Chapter 17 Solutions