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Developing a customer focused sales strategy (PDF)

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Developing a customer focused sales strategy in full in PDF format taken from edition 2 of Business Case Studies.

This case study focuses on MFI's Sales Division Strategy launched in 1993. This strategy is based on the simple realisation that the future success of MFI's business depended on MFI's ability to meet and exceed customer expectations profitably.

Read the case study online here

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