Transcription of Sales Logistics - HE educators | Pearson UK
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Sales Logistics - HE educators | Pearson UK
5 Sales Logistics I n the past, manufacturers controlled the marketplace by determining the price, quality, specifications, and delivery parameters of their products. Compa- nies were organized as isolated departments, each dedicated to specific fulfill- ment functions along the value chain. Under a top-down, command-and-control philosophy, isolated departments optimized their own individual functions along the chain. This system rarely incorporated customer demands into the rigidly defined departmental structures. Rather, the system functioned by aligning cus- tomer expectations with the manufacturer's or distributor's structures and proce- dures.
76 Chapter 5 • Sales Logistics ers. The appropriate cash management, accounts receivable, and profitability systems are updated. In the case of returned goods, for …
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