In what specific areas does the layout decision establish a firm's competitive priorities?
What will be an ideal response?
Layout decisions establish a firm's competitive priorities in regard to: capacity, processes, flexibility, and cost, as well as quality of work life, customer contact, and image.
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Jefferson Smurfit Company is a multi-billion-dollar supplier of packaging materials. One of its salespeople rearranged production schedules at three different plants to satisfy an unexpected demand for boxes from General Electric. The salesperson's actions are typical of the company's sales philosophy and indicate an emphasis on which of the following?
a. transformational selling b. adaptive selling c. transactional buying d. relationship selling
Discuss the differences between the four common ways to organize a sales force. What are the potential benefits of each structure?
What will be an ideal response?