Principles of Marketing, Student Value Edition Plus MyLab Marketing with Pearson eText -- Access Card Package (17th Edition)
Principles of Marketing, Student Value Edition Plus MyLab Marketing with Pearson eText -- Access Card Package (17th Edition)
17th Edition
ISBN: 9780134642321
Author: Philip T. Kotler, Gary Armstrong
Publisher: PEARSON
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Chapter 6, Problem 6.21CC
Summary Introduction

Case summary:

The one of the best B2B marketing is Company PG. It is the top most selling brands and it is the world’s largest advertiser. It has a strategic relationship with its partnership. In Company PG it happens through CBD- Customer Business Development. It involves partnering with the retail clients. Company PG knows that if the business has to grow then the business of retail clients has to grow.

But this was a complex task, so Company PG forms a team CBD for its clients which includes specialists and salespeople for every brands and aspects. The team CBD has all the resources to solve the problems of their clients and customers. This creates a trust between the clients and Company PG

Characters in the case:

  • Person PG

To discuss: The way the CBD structure of Company PG is effective than the single sales representation.

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