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    Sales Assesment

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    Consider the Segway company in the context of distribution and sale. For that company and product line, go through the steps in the Identify Potential Sales Channels guide at the Business Link Web site. You may want to do this more than once if pursuing different markets with different products.

    Answer the following questions:
    - How did you respond to the questions in the guide, and what resulting sales channels were recommended?
    - What is your reaction to the recommended sales channels?
    - How would you organize and manage the sales staff at Segway?

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    Solution Preview

    Step 1
    To the questions in the guide, I responded by saying that the prospective customers have to be actively persuaded, the customers perceive Segway to be a mid-range purchase, and Segway is not a primarily service providing company. The target of Segway is other businesses, and the location of the business is in London.
    The sales channels recommended were trade shows and exhibitions, direct selling through dedicated sales force, sales agents, resellers, telesales, bids, and tenders.

    Step 2
    My reaction to the recommended sales channels is that direct selling - dedicated sales force should be the most important channel for selling to businesses. Segway priced at $6,000 or $7,000 is not a high priced item ...

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