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...Chapter sales force internet and direct marketing strategies strategy mcgraw hill irwin copyright by the companies inc all rights reserved a company s determines how organization will use personal selling function to maintain contact with customers develop relationships that management wants in order achieve promotion objectives relationship feature vital role of at boeing co during experienced an intense competitive battle against airbus for control commercial jetliner market was winning until when asia pacific jet were billion compared under new ceo gave salespeople much more over previous tight rigid top lost many because unwillingness give competent professionals flexibility negotiating like larry dickenson salesman who covers builds on years airlines cathay quantas airways ltd singapore negotiate contracts importantly carefully plans executes each campaign overseeing every detail process may span several is combination attractive pricing source stanley holmes propellant businesswe...