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Marketing 13th Edition by Gary Armstrong, Philip Kotler
Edition 13ISBN: 978-0134149530Marketing 13th Edition by Gary Armstrong, Philip Kotler
Edition 13ISBN: 978-0134149530 Exercise 14
Compare SunGard's sales force structure before and after the transformation.
2. What are the positive and negative aspects of SunGard's new sales force structure?
3. How would the challenges faced by SunGard have affected sales productivity had the company not initiated its trans-formational plan?
4. Identify specific ways SunGard's transformational plan addresses the different steps of managing the sales force.
5. Will "Selling the SunGard Way" really work? Why or why not?
2. What are the positive and negative aspects of SunGard's new sales force structure?
3. How would the challenges faced by SunGard have affected sales productivity had the company not initiated its trans-formational plan?
4. Identify specific ways SunGard's transformational plan addresses the different steps of managing the sales force.
5. Will "Selling the SunGard Way" really work? Why or why not?
Explanation
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In the present case, company SG is provi...
Marketing 13th Edition by Gary Armstrong, Philip Kotler
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