1. Using a company of your choice, in a B2B sector, give an overview of the key points of how value is delivered to the clients. Give a short explanation
of why it is important to understand in terms of sales for the company and relate to Porter’s Value Chain?
2. Explain how the company above is structured (organisationally) to support its sales activities both in sales and related functionalities?
3. Describe the key “push & pull” activities of the company?
4. Describe how the company manages clients through the Sales Cycle?
• Wordcount: 1800 words
• Use a Table of Contents to help your structure.
• References and Appendix are excluded of the total wordcount.
• Font: Arial 12,5 pts.
• Text alignment: Justified.
• The in-text References and the Bibliography have to be in Harvard’s citation style.
you can choose and write about one of these companies. (Suggested companies to study):