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Strategic Movements April 2017

April 2017 Pricing, Selling

What can sales managers do to reduce the risk of account loss? According to their research, putting top salespeople on the account doesn’t do the trick at all. Rather, putting a person familiar with the account’s industry on it, even if their past sales performance is average or even below average, can almost eliminate the risk of account loss.

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Top 6

“When everyone gets mad at Pepsi, Pepsi has to apologize because it is very easy to not drink Pepsi. One must affirmatively choose to drink Pepsi; not drinking Pepsi is the default option. (Though, thanks to consolidation, it’s much harder to avoid Pepsico products entirely than you might think.)

The major American airlines, though, do not need to do anything to convince people to fly with them, because they all merged and consolidated until there were just four firms controlling the vast majority of domestic flights, and they have determined that it is in their collective best interest not to seriously compete with one another.” Fusion

 

  1. One problem in lack of competition could be the risk one takes in getting mistreated within an Oligopoly.
  2. The consequences differ for all parties involved.
  3. One loses something irreplaceable, while the other proves otherwise impervious.
  4. PR blunders wash out less catastrophic.
  5. Dollars may drop, but nothing collapses.
  6. If only Pepsi could merge.
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