Communication needs selling

If you are unsure if you are subject to the reporting requirements of Section 313, or need more information, call the EPA Emergency Planning and Community Right-To-Know Information Hotline (800) 535-0202 or (202) 479-2449 (in Washington D.C. or Alaska). Your other suppliers should also be notifying you if section 313 chemicals are In the mixtures and trade name products they sell to you. 

The term place refers to where the business will be located, or more generally, what channels will be employed to get the product or service to customers. Companies selling software to the financial sector will do well to locate in New York, London, and other major financial capitals to be close to companies in then-market. Companies that depend on recruiting specialized scientific and engineering talent will do well to locate near universities with excellent reputations in the needed talents. Of course, the virtual world of the Web has reduced somewhat the competitive advantage of physical presence or place. The Web permits customers almost anywhere to communicate, buy, and be serviced after the sale by companies that use e-mail, Web browsers, and other tools of online communication. 

With respect to MTM services, promotion plays an essential role in the translation of needs into wants and demands. Depending on the individual situation, all elements of the promotion mix may have a role in communicating the value of a pharmaceutical service, and pharmacists should evaluate all of them for implementation and use. McDonough and Doucette (2003) provide an excellent discussion of the use of personal selling, a practice that can be very effective but often is not considered by pharmacists for a variety of reasons, including pharmacists discomfort with this role. 

Diversity enlarges the very notion of customer. Employers cannot help seeing the increasing diversity of their customer base. Customers want products and services designed by companies that understand their needs and respect their diversity. Who can do this better than employees with links to their communities and cultures It seems inescapable that any company whose customers live in different cultures and different nations ought to have a workforce that is a microcosm of the world it seeks to serve. Companies have come to realize that you can sell only in the language of the customer. 

So the issue is not that you are selling your research too cheaply. The issue is whether a company will pay whatever you charge compared with what, for example, Imperial College, Taiwan, or what a cooperative research and development agreement involving Los Alamos will charge. This is a common disconnect between the academic and the industrial communities on this issue, and we need to be aware of it. 

Governance is also about communication, and depends heavily on how the company presents itself to the wider world, i.e. to all the groups with a legitimate interest in its alfairs. This process of communication becomes even more vital as companies expand and go beyond their national boundaries, sell their products internationally and endeavour to raise finance on the world s capital markets. The emphasis on transparency and serving a wider range of stakeholders underpins the perceived need for more environmental reporting. 

The regional market may mean several things—the European Economic Community or the Central American Common Market are among those that come to mind.. For our purposes, however, let us think in terms of larger geographic definitions Europe, Latin America, Canada, Japan, Australia, Southeast Asia, and Africa. Over the last twenty years, each of these areas has developed differently and, from the point of view of the worlds chemical industry, has exhibited a different set of needs. In the foreseeable future, the differentiation will continue. This basic fact underlies, and is a key factor in, the determination of how we must organize to sell in the world market. 

Often fire alarm system needs can be accommodated on computer or communication systems installed for other purposes. For example, several companies sell small systems, primarily designed for energy management which are designed to accept inputs from other types of systems such as security and fire safety and they provide software packages to support them. 

Secondly, Puratos is a business-to-business company we are not selling directly to the final consumers, but to customers producing bakery, patisserie or chocolate end-products. In this context, we are confronted with a diversity of stakeholders and communication channels (Fig. 15.1). In addition, the development time of a product is very short in our business (on average one to two years). We thus need to be able to react very quickly to a sensory request, especially if it comes directly from one of our customers. 

---