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Written analysis of a consumer purchasing process and suggestions for a company how to influence it.
Look at the case study in your book (see uploaded files), Cloverleaf plc, in page 303-305. The case study explains how John Goodman, the sales executive covering France, tried to sell new bottling machinery to Commercial SA, a large Marseille-based bottling company.
Analyse the purchasing process and write up recommendations what Mr Goodman should have done differently.
Concentrate on each step of the purchasing process to ensure being successful.
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