The B2C market
1. In promoting their services to the Manchester region Peter and Harvey intend employing a sales force. Discuss why you think that this is a suitable way of promoting
the business. In addition, analyse the options available to the brothers with regards to organising the sales force. Which method do you believe is the most
appropriate? Justify your answer.
2. Both Peter and Harvey have highlighted the importance of relationships in B2B. Discuss to what extent relationship variables and business networks are likely to be
important for SPSL when establishing their new office in Manchester. How can the company maintain these relationships in order to develop customer loyalty?
3. Although SPSL operates in the B2B sector, long-term they may also decide to enter the B2C market. Analyse the likely differences between the B2B and B2C part of
the business.
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