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By Fred A. Jacobs, Larry H. Beard

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Finally, "The Impact of Automation on Direct Labor Costs" challenges managers to be aware of changing technologies, and how these sometimes subtle changes can cause a control system to lose its relevance. Again, the importance of knowing the intimate details of a business becomes crucial. Thus, the articles in this section primarily focus on short-term, operations level, critical resources. The issues discussed are not inclusive, but they demonstrate the necessity of serious and continuous management involvement at this decision level.

Ellen Day, Melvin R. Crask, and Clyde E. Harris, Jr. 89 How to Develop a Customer-Driven Positioning Strategy James H. Martin and James M. Daley 105 Identifying and Eliminating Weak Products Douglas M. Lambert and Jay U. Sterling 121 Services Marketing Reaching the Customer and Creating Satisfaction Charles W. Lamb, Jr. and David W. Cravens 137 Sales Strategy: Charting a New Course in Turbulent Markets David W. Cravens, Raymond W. Laforge, and Thomas N. Ingram 151 The Anatomy of a Sales Plan Noel B.

This discussion should also address the recent price history of competing lines. Sales and Marketing Plan: The sales and marketing plan depicts the historical, current, and anticipated structure of the company's product market, geographically as well as competitively. This analysis includes a profile of the company's clientele, a description of the channels of distribution, and an elaboration of the company's advertising strategy. Additionally, discussions should include the competitors' approaches to sales, marketing, and advertising.

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