Provides background information on the high-performance liquid chromatography (HPLC), and the Division of Water Industry chromatography operation develops, manufactures and sells systems, HPLC instruments and chemicals. Overview of marketing efforts waters in general and sales / service operations, in particular, provides input into focus case: a diary-style account of day in the field with Ray Burnett, Water field sales representative. Includes information on the background of Ray and his current manager, a general description of duties Ray work, and detailed customer calls in one day. Written for use in connection section of the first course of the marketing year teaching at HBS. The principal aim is to show how one company acts as a sale. "Hide
by Thomas W. Bonoma, Shirley M. Spence Source: Harvard Business School 18 pages. Publication Date: August 19, 1985. Prod. #: 586011-PDF-ENG
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