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Essay Details:
Essay text:
Riordan a global plastics producer, recently made several strategic changes in the way it manufactures and markets its products. Declining sales and uneven profits over the past two years not only forced the company to change its sales processes, but prompted them to adopt a customer-relationship management (CRM). This concept allows the customers to be serviced primarily by sales teams rather than single salespeople.
The teams consist of a sales person, product engineering specialist and customer service representatives. This strategy gave an expectation that the team approach will improve sales...
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