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April 14, 2024

Proctor and Gamble Selling Through Customer Business Development

Read Company Case: Proctor and Gamble Selling Through Customer Business Development, pages 469-471 in your textbook and answer the following questions:

1. From the perspective of team selling, discuss the positive as well as some possible negative aspects to the customer business development sales organization.

2. Discuss some ways that the CBD structure may be more effective than a single sales rep for each step in the personal selling process.

3. It seems that P&G has the most effective sales force structure of any company in its industry. Why have competitors not been able to match it?

Your reply must be at least 500 words PLUS a minimum of 2 references to support your answer. You must use correct APA formatting (Times New Roman 12 point font and 1 inch margins). Submit your paper as an attachment. Your word count excludes the title page, abstract, and references.

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