Case 111 Pb Chemical Company Mac Brown Knew Something Change New Vice President Sales Mar Q28172331

Please see the attachments below and answer the five questions thatfollows.CASE 11.1 PB Chemical Company Mac Brown knew something had to change. As the new Vice President of Sales & Mar- keting for the PB Chemical Company, Mac understood that when you sell a commod- ity product, where there is minimal difference between the quality and price, customer service and proactive selling effort usually are the difference between success and fail- ure. Unfortunately, PB’s sales staff was using a fairly random method of soliciting sales, where they would work through an alphabetical list of customers, making phone calls to custom page 118 Show transcribed image text