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Question
NARRBEGIN: Kraft FoodsKraft Foods
Kraft Foods, the second largest food retailer in the world, recently reorganized its sales force, cut prices on key products, divested itself of lower-margin brands, and closed plants. While Kraft distributes its products through a myriad of resellers, Wal-Mart--the largest retailer in the world--is its biggest customer. Consequently, Kraft Foods, along with several other manufacturers, has a sales office located in Bentonville, Arkansas, which is where Wal-Mart's headquarters is located. The sales team in this office deals directly with Wal-Mart instead of other types of resellers like wholesalers. One might not see it as selling, however, because the sales force sells advice, assistance, and counsel to Wal-Mart and focuses on improving Wal-Mart's bottom line. Kraft also sells products to thousands of other resellers, and their approach varies depending upon the customer.
NARREND
Refer to Kraft Foods. The AIDA concept is encouraged among the sales teams that focus on other resellers besides Wal-Mart because it can help in the:
a. JIT process
b. communication process
c. networking process
d. selling process
e. cold calling process
Answer
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