ABSTRACT
A strategic business unit is a more or less independent unit within the organisation. The area of operation of Sales is the intermediary the wholesale trade and the retail trade. Profit per retail outlet is higher than per consumer – which makes retail visits worthwhile for a salesman. The manufacturer supports the independent tobacconist with shelf planning, category management, presentation and promotion on the shop floor, and ordering and invoicing systems. These services also enable the manufacturer to keep finger on the retailer’s pulse. National differences in medical practice could also result in price differences. Manufacturers’ experts may not attend operating theatres in France, for instance. The cultural differences that hoped to eliminate between sales man company and the customer, emerged between colleagues. Sales policy is heavily influenced by the way in which an enterprise is organised.
