個案資料
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Rossiter Tool Company, PLC
內容大綱
The general sales manager for Rossiter Tool Company, PLC, has received a request from a dealer who has been selling the Rossiter line of tools for approximately four years. The dealer wishes to be considered as a territorial distributor, thus qualifying him for additional discounts on purchases from Rossiter. Rossiter executives realize that granting this request will mean a shift in the company's distribution policy.
學習目標
<ul><li>To develop understanding of the importance of making distribution decisions within the framework of a company policy.</li><li>To develop analytic skills and understanding of distribution functions and bargaining power.</li><li>To develop skills in effective implementation of changes in policy.</li></ul>