Volvo logistics used three-step purchasing approach

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1. Volvo Logistics used a three-step purchasing approach. Identify analogous three-step approaches (portfolio models) from the literature (i.e. journal articles). These approaches may be in a slightly different set up. Evaluate the current case with that of the reported approached in journal articles. What are the similarities and differences you have found when comparing the current case with that of the reported literature?

2. Is sales just a ‘numbers game’ as some sales managers believe? They believe that all you have to do is make the right number of calls of the right type, and the odds will work in your favour. Make 10 calls, get one sale. So, to get two sales, make 20 calls. Is this the right approach? Why or why not? Discuss.

Reference no: EM132206634

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