Two cases about: one page per case.
The case/ article should display the topic of selling a product/ service/ portfolio/ company to a certain customer/ partner within the sales process. This can be selling to a distributor/ retailer/ Headquarters/ dealer. It needs to be Business to Business though.
The subjects that are described can be singular elements of the sales process so its not necessary that the whole sales process is part of the subject. E.g. Cold calling, identifying Decision Making unit, Identifying needs, sales pitch, making a sales proposal
Or
The case/ article should display the purchasing side of buying a
product/ service/ portfolio/ company from a certain company/ partner within the buying process. This can be buying from a distributor/ retailer/ Headquarters/ Company
You will need to be able to make a link to the strategy of the company described in the case
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