SALES STRATEGY WITH UNFAVOURABLE EFFECTS ON SMALL RETAILERS. ALSO, ABOVE AVERAGE LOCAL BRANDS’ POSITIONS. Managing sales based on key account management is very common in large companies that distribute their products nationally. It enables manufacturers to gain insurance of “large and stable quantity sales” in large foreign and domestic supermarket chains. Unfortunately, this also undermines small local retailers and they lose their sales power. It’s no secret that discount rates off and on invoice for “large retailers” are twice as […]
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