Summer 2017
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CTDO Magazine

Fails With Sales

Thursday, June 15, 2017

Sufficient resources and executive support couldn't keep this sales training program afloat.

During the past seven years, the transportation and shipping industry was either in the middle of market commoditization or at the very end. But in late 2011, Maersk Line placed a big emphasis on a price leader differentiation strategy. We wanted to position ourselves as the Mercedes-Benz or the Singapore Airlines of shipping.


At the core of the differentiation strategy was the need for our salespeop

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