- Using a company of your choice, in a B2B sector, give an overview of the key points of how value is delivered to the clients. Give a short explanation of why it is important to understand in terms of sales for the company and relate to Porter’s Value Chain?
- Explain how the company above is structured (organisationally) to support its sales activities both in sales and related functionalities?
- Describe the key “push & pull” activities of the company?
- Describe how the company manages clients through the Sales Cycle?
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