Company Majority of the companies sell products that most of the consumers survive without those products. But the devices that are manufactured by Company M are a matter of life. The company manufactures insulin delivery devices, implantable defibrillators, and the cardiac pacemakers. Characters in the case: Company M To determine: Whether Company M is effective at building a long-term customer relationship through the sales force and how the process could be improved.

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Chapter 13, Problem 13.16VC

Summary Introduction

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Company Majority of the companies sell products that most of the consumers survive without those products. But the devices that are manufactured by Company M are a matter of life. The company manufactures insulin delivery devices, implantable defibrillators, and the cardiac pacemakers.

Characters in the case:

Company M

To determine: Whether Company M is effective at building a long-term customer relationship through the sales force and how the process could be improved.

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