The marketing strategies of fpt distibution company the official distributor of nokia in vietnam

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in VietnamIntroduction Vietnam has been preparing for entering the World Trade Organization.The "

THE MARKETING STRATEGIES OF FPT DISTRIBUTION COMPANY - THE OFFICIAL DISTRIBUTOR OF NOKIA

f Partners 23

2 FPT Distribution Company Overview

Chapter 3: The marketing strategy of FPT Distribution Company

2 The marketing strategy ofFPT Distribution

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

Introduction

Vietnam has been preparing for entering the World Trade Organization.The "open-door" policy has attracted more external invested capital In fact,the market in Vietnam is changing rapidly, more and more private companies,joint-stock companies as well as foreign companies are established

As a result, needs of exchange among them are increasing Therefore,telecommunication has become an essential and important part of their life

This is also the reason why I choose the topic "The marketing strategies of

FPT Distribution Company - the official distributor of Nokia in Vietnam".

FPT Distribution Company, a member of FPT Corporation, has beenknown as a famous mobile phone distributor FPT Distribution always delivers

to customers the most perfect products and services It has also beendetermining its prestige and leading capacity in distributing mobile phone inVietnam

Nowadays, marketing "plays an important role in society" (Lamb, Hair,and, McDaniel, 1999:15) and is necessary to business It guides the entirecompany in doing business Moreover, it also decides the success and failure

of the business In this little research, I would like to analyze some of themarketing strategies of FPT Distribution Company, the official distributor ofNokia in Vietnam The focus of this paper is on how FPT applied successfullyand effectively those strategies and some suggestions on the way tointernational integration

The paper consists of 4 chapters: the first chapter of my research isabout some general concepts about the theme which give us basicunderstanding about Marketing An overview ofFPT Distribution.Company ismentioned in the next chapter, we will have a close look into the company's.

establishment and development In the third chapter, I would like to analyzethe marketing mix of the company which plays an important role in thecompany's success Then the last chapter analyzes some advantages anddisadvantages of FPT, its competitors, and gives some suggestions to improveits marketing strategies

Some methods used in doing this paper:

Reading primary data: textbooks, references, documents

Getting secondary data: magazines, newspapers, Interne

Collecting data and statistic

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

CHAPTER I: General concepts of the theme

1 WHAT IS MARKETING?

In the past long time, we used to confuse between marketing and the

"stimulating-sales" technique such as pushing attractive offers, advertisingloudly, putting the buying pressure on potential customers The activities mademany people think that marketing is just the means of selling any product toany customer However, this thought contains the final purpose of marketing

We had been misunderstanding because the "stimulating-sales" technique isonly one of marketing ways to achieve its goals

But what does "marketing" actually mean?

Today marketing must be understood in a new sense of satisfyingcustomers' needs According to Kotler, P & Gary, A (ed.), 1996, Principles

of Marketing, 8th edition, New Jersey: Prentice Hall, Marketing is defined as asocial and managerial process by which individuals and groups obtain whatthey need and want through creating and exchanging products and value witheach others To explain this definition, we will examine the following keyterms:

NEEDS: Human needs are states of felt deprivation They include basicphysical needs for food, clothing, warmth, and safety; social needs forbelonging and affection; and individual needs for knowledge and self-expression These needs are not invented by marketers; they are basic part ofthe human makeup

WANTS: Wants are the form taken by human needs as they are shaped

by culture and individual personality A hungry person in the United Statesmight want a big Mac, French fries, and a Coke A hungry person in Balimight want mangoes, suckling pig, and beans Wants are described in term ofobjects that will satisfy needs People have almost unlimited wants but limitedresources Thus, they want to choose products that provide the best value andsatisfaction for their money

DEMANDS: Human wants that are backed by buying power.

PRODUCTS: The concept of product is not limited to physical objects.

It is anything that can be offered to the market for attention, acquisition, use orc,onsumption that might satisfy a want or need It includes physical objects,services, persons, places, organizations and ideas

SERVICE: Any activity or benefit that one party can offer to another

that is essentially intangible and does not result in the ownership of anything

EXCHANGE: The act of obtaining a desired object from someone by

offering something in return

TRANSACTION: A trade between two parties that involves at least

two things of value, agreed-upon conditions, a time of agreement and a place

of agreement

MARKET: The set of actual and potential buyers of a product or

services To understand the nature of market, imagine a primitive economyconsisting of only four people: a fisherman, a hunter, a potter, and a farmer.There are three ways:

Self-sufficiency: they gather the needed goods for themselves

- Decentralized exchange: each person sees the other three as potential

"buyers" who make up a market

Centralized exchange: a merchant appears and locates in a centralarea called marketplace Each trader brings goods to the merchantand trades for other needed goods

However, here are some other definitions: "Marketing is theperformance of business activities that direct the flows of goods and servicesfrom producer to consumers or users" "Marketing is getting the right goodsand services to the right people at the right place at the right time at the rightprice with the right communication and promotion" "Marketing is the creationand delivery of a standard of living"

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

In 1985, the American Marketing Association approved this definition:

"Marketing as the process of planning and executing the conception, pricing,promotion and distribution of ideas, goods and services to create exchangesthat satisfy individual and organizational objectives."

Figure 1 shows the three difference way in which these traders couldmeet their needs (Kotler, P & Amstrong, G (1999) Principles of Marketing,

2nd edition, 1999: Prentice Hall, p.9)

(b) Decentralized exchange (c) Centralized exchange

FIGURE]: Evolution toward Centralized Exchange.

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2 THE MARKETING PROCESS

The marketing process is the process of analyzing marketing opportunities;selecting target market; developing a marketing mix; and managing themarketing efforts

Target customers

To succeed in today's competitive marketplace, company must becentered, winning customers from competitors and keeping them by deliveringgreater value But before it can satisfY consumers, a company must firstunderstand their needs and wants Thus, sound marketing requires carefulanalysis of consumers Companies know that they cannot satisfY all consumers

in a given market, at least not all consumers in the same way There are toomany different kinds of consumers with too many different kinds of needs, andsome companies are in a better position to serve certain segments of market.Therefore, each company must divide up the total market, choose the bestsegments, and design strategies for profitably serving chosen segments betterthan its competitors do This process involves three steps: marketsegmentation, market targeting, and market positioning

Market segmentation

Consumers can be grouped and served in vanous ways based ongeographic, the demographic, psychographic, and behavioral factors In theprocess of dividing a market into distinct groups of buyers on the basis ofneeds, characteristics, or behavior that might require a separate product ormarketing-mix is called market segmentation

Market segment

Market segment is a group of consumers who respond in a similar way

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

Market targeting

Market targeting involves evaluating each market segment'sattractiveness and selecting one or more segments to enter A company shouldtarget segments in which it can generate the greatest customer value andsustain it over time A company with limited resources might decide to serveone or a few special segments This strategy limits sales but can be veryprofitable Or a company might choose to serve several related segment -perhaps those with different kinds of customers but with the same basic wants;

Market positioning

Market positioning IS arrangmg for a product to occupy a clear,distinctive and desirable place relative to competing products in the minds oftarget customers Thus, marketers plan positions that distinguish their productsfrom competing products and give them the greatest strategic advantage III

their target markets

Competitive advantage

Competitive advantage is an advantage over competitors gained byoffering consumers low prices than competitors or by providing more benefitsthat justify higher prices

On the other hand, as Lamb, Hair, and McDaniel states (1999: 13),marketing strategy is a plan that involves selecting one or more target markets,setting marketing objectives, developing and maintaining a marketing mix thatwill produce mutually satisfying exchanges with target markets Themarketing process includes the following steps:

Gathering, analyzing, and interpreting information about theenvironment

Understanding the organization's mISSIOnand the role marketingplays in fulfilling this vision

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Finding out what benefits people want the organization to deliverand what wants they want the organization to satisfY.

Developing a marketing strategy by deciding exactly which wants,and whose wants, the organization will try to satisfy; by settingmarketing objectives; and by developing appropriate marketingactivities to satisfY the desires of selected target market

Implementing the strategy

Periodically evaluating marketing efforts and marketing changes ifneeded

Organization Mission.

Market Opportunities Analysis

Marketing Strategy

Target Market Selection

Marketing Objectives

Marketing mix:

4Ps

FIGURE 2: The Marketing process.

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

3 THE MARKETING MIX

Therefore, the company can only achieve its purposes of making a profit if

it identifies buyers, finds out what they want or need, and then gets a product

to them, to the benefit of everyone involved in the transaction But just howthe business accomplishes these tasks? There is no answer The marketingmix, or combination of elements involve in marketing, may be manipulated tosuit any situation In most cases, however, the goal is to find the marketing-mix that produces the greatest profit

The marketing mix is the set of controllable, tactical marketing tools product, price, place, and promotion - that the firm blends to produce theresponse it wants in the target market The marketing-mix consists ofeverything the firm can do to influence the demands for its products AsFigure 3 shows, a marketer custom blends these ingredients ~ known as thefourPs

-FIGURE 3: The/our Ps o/the marketing mix.

(Kotler, P & Amstrong, G (1999) Principles of Marketing, 2nd edition, 1999:

Prentice Hall, pA3)

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Under each P,there are some marketing tools:

PRODUCT stands for the "goods-and-service" combination the company

offers to the target market Product includes: Product variety Quality Design - Features - Brand name - Packaging - Sizes - Services - Warranties-Returns

-PRICE stands for the amount of money customers have to pay to obtain the

product Price includes: List price - Discounts - Allowances - Payment Period

- Credit terms

PROMOTION stands for activities that communicate the merits of theproduct and persuade target consumers to buy it Promotion includes:Advertising - Personal Selling - Sales promotion - Public Relations

PLACE stands for company activities that make the product available to

target consumers Place includes: Channels Coverage Assortment Locations - Inventory - Transportation - Logistic

-According to Payne (1993:53), the relationship between the company andcustomers always changes Therefore, we have to pay attention to transactionconcentrating on relation force in order to maintain customers for a long time

So, an effective marketing program blends all the marketing mix elements into

a coordinated program designed not only to satisfy customers' needs but also

to achieve the company's marketing objectives

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

PitODOCT

DEFINITION

A product is anything that can be offered to a market for attention,acquisition, use, or consumption that may satisfy a want or need Productsinclude physical objects, services, persons, places, organizations, ideas, or mix

of these entitles

PRODUCT STRATEGIES

1 Acquiring new products

2 Developing "me-too" product

3 Reviving old products

4 Developing a quite new product

NEW PRODUCT DEVELOPMENT PROCESS

1 Idea generation (the systematic search for new product idea)

2 Idea screening (feasibility study)

3 Concept developing and testing (test if new products have strongconsumer appeal)

4 Marketing strategy (designing an initial marketing strategy for a newproduct)

5 Business analysis (cost-profit analysis)

6 Product development (make samples)

7 Test marketing (product and marketing program tested III realisticmarket settings)

8 Commercialization (mass production, introducing a new product into amarket)

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PRODUCT LIFE CYCLE

It is the course of a product's sales and profit over its lifetime

Sales and profit

FIGURE 4:Product Life Cycle.

(Kotler, P & Amstrong, G (1999) Principles of Marketing, 2nd edition, 1999:Prentice Hall, p.270)

1 Product development begins when the company finds and develops a new

product idea During product development, sales are zero and thecompany's investment costs amount

2 Introduction is a period of slow sales growth as the product is introduced

to the market Profits are nonexistent in this stage because of heavyexpenses of product introduction

3 Growth is a period of rapid market acceptance and increasing profits.

4 Maturity is a period of slowdown in sales growth because the product has

achieved acceptance by most potential buyers Profits level off or declinebecause of increased marketing outlays to defend the product againstcompetition

5 Decline is a period when sales fall off and profits drop.

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

The demand curve is the one showing the number of units the market willbuy in a given time period at different prices that might be charged Itrepresents the relationship between the demands for a product at a particularpnce

Price

M

1 1 1

GENERAL PRICING APPROACHES

MARKETING INTERMEDIARIES (MIDDLEMEN)

Marketing intermediaries are instrumental in creating three forms of utility:place utility, time utility, and possession utility By transferring products fromthe producer to the consumer, middlemen ensure that goods and service areavailable at a convenient time and place They also simplifY the exchangeprocess

FIGURE 5: How a Distributor Reduces the Number of Channel transaction.

(Kotler, P & Amstrong, G (1999) Principles of Marketing, 2nd edition, 1999:Prentice Hall,p.325)

A Direct Marketing: B Marketing through a distributor:

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

DISTRIBUTION CHANNEL FUNCTIONS

• Research - gathering information needed for planning and aiding

exchange

• Promotion - developing and spreading persuasIve communications

about an offer

• Contact - finding and communicating with prospective buyers

• Matching - shaping and fitting the offer to the buyers' needs, including

such activities as manufacturing, grading, assembling, and packaging

• Negotiation - reaching an agreement on price and other terms of an

offer so that ownership or possession can be transferred

• Physical distribution - transporting and storing goods.

• Financing - acquiring and using funds to cover the costs of the channel

work

• Risk taking - assuming the risks of carrying out the channel work.

TWO TYPES OF DISTRIBUTION CHANNELS

A distribution channel may be short or long depending on the product andthe number of channel levels or layers of middlemen

1 Conventional distribution channel:

In this type, producer, wholesalers, and retailers are separate businessesoperating independently, without coordination

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2 Vertical marketing system:

WHOLESALERSMANUFACTURER

RETAILERS

CONSUMER

In this type, producer, wholesalers, and retailers act as a unified

system, with close coordination

Besides these, nowadays, there's another channel in whichmanufacturers pay more attention to and close coordination with the

market and the customers In this channel, the producers may set up a

showroom to sell directly to customers

,

RETAILERS

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

PURPOSES OF PROMOTION: AIDA model

1 Pull-Strategy is a promotion strategy that calls for spending a lot on

advertising and consumer promotion to build up consumer demand Ifthe strategy is successful, consumers will ask their retailers for theproduct, the retailers will ask the wholesalers, the wholesalers will askthe producer

2 Push-Strategy is a promotion strategy that calls for using the sales

force and trade promotion to push the products through channels Theproducer promotes the products to wholesalers, the wholesalers promotethe products to retailers, the retailers promote the products toconsumers

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3 Combined Push-Pull Strategy

Either pull or push strategy also has its own advantages anddisadvantages So nowadays, many companies combined push-pullstrategy The company which applies combined push-pull strategy isusing advertising to stimulate demand at the customer level (pulling)while using personal selling in the channel (pushing)

Promotion delivered directly to consumers

Promotion delivered directly to consumers and trade

Demand both pulls and pushes through the channel

•

C Combined Pull-Push strategy

FIGURE 6: Three kinds of promotion strategies

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

Background

Since 1988, the Corporation for Financing and Promoting Technology(FPT Corporation) has grown in size and reputation to become the largestInformation Communication Technology (lCT) Company in Vietnam It wasestablished on 13 September, 1988 with the aim of being a Company guided bytechnology, committed to its customers and concerned the development of bothits staff and its wider community FPT has developed its core business activitiesand grown as a Company over the past two decades

The main objective is to satisfy the customers' demands throughcontinually improving the technical knowledge and experience; and by deliveringtechnical solutions, products and services with enthusiasm The company'scustomers and partners continue to recognize and appreciate knowledge andenthusiasm and it is these which form the cornerstone for FPT Corporation'sfuture development; expressed in the Brand Vision -"Succeed Together".

The People.

FPT employs the largest number of informatics engineers and specialists inthe country; they have played a crucial role in the development of leT inVietnam FPT now has over 4800 employees (at the end of 2005 - 4,878employees), who are all committed to providing quality products and services.This commitment to quality is now fully recognized, as it has achieved ISO900] :2000 Quality Management Certification (BVQI UK) in all our operationalareas

The marketing strategies of FPT.Distribution Company - the official distributor of Nokia in Vietnam

The Solutions, Products and Services.

FPT operates in a number of different areas including:

• System Integration

• Software production (domestic market and export)

• IT products distribution

• Supplying solutions, telecommunication and Internet services

• Training international programmers and multimedia art specialists/experts

• ERP services

• Computer installation

• Informatics and telecommunication equipment guarantee and maintenance

• Mobile phone distribution

The Clients.

FPT has an extensive range of valued clients covering a variety ofGovernment and Business sectors throughout Vietnam, as well as InternationalClients FPT has also taken an active part in a number of national IT programs.Their clients include:

• Vietnamese Government Departments and Agencies

• Banks and Financial organizations (State, Commercial and Joint Venture banks as well as foreign ones)

• Insurance Companies

• Telecommunication Companies

• Production and Service Companies

• International Organizations e.g World Bank, EU, ILO

• International Companies e.g BP, Coca Cola, Ford, Mitsub ishi, Unilever

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The Partners

FPT has established successful partnerships with some of the world's mostprestigious informatics and telecommunication firms such as IBM, HP, Microsoft,Toshiba, Cisco, Oracle, Motorola, Samsung, etc Their partnerships not onlyenable them to supply the latest IT and Telecommunication products and services

to the Vietnamese market; but also to provide the best after-sales service andguarantees for hardware and software Their partnerships include the following:

]

FPT Communications Company

FPT Mobile Company

FPT Software Company FPT Distribution Company

FPT Software Solutions company]

FPT Aplech Computer Education

FPT Personal Computing Division

HFPT Erp Service Center

FPT Technology Development

FIGURE 8: The orf!anizational chart of FPT

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

The Corporate Strategy (2006-2008)

4 Leader in DC product distribution: Cell phone and PCs

5 Leader in Infrastructure & Cities Building

• 16,000 employees +US$ 1.3 Billion

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Branch Companies

In 2003, FPT reorganized its corporate strl}cture and established six branchcompanies, in order to focus more effectively on its key production activities,business and services FPT aims to be the service-based leader in digitalconvergence; indeed the Company has been a constant pioneer, especially ininformation technology The six branches ofFPT focus on the following businesssectors:

Software Production - Software Development

- FPT Software focuses on developing and writing software products for partners

and customers outside Vietnam FPT Software's main activity is to exportsoftware

- FPT Software Solutions specializes in supplying solutions, and undertaking

software development projects and contracts for businesses, organizations andindividuals within the country

Technology Systems - System Integration

- FPT Information System is Vietnam's number 1 agent for system integration

and solution supplies It offers a range of services from consultancy and design tothe supply, installation and integration of technology systems

Information Technology and Telecommunication products

Turning to the high-tech products market, FPT Mobile focuses on distributing

products such as mobile phones, digital cameras and camcorders Meanwhile,

FPT Distribution is the general agent for distributing information technology

products such as printers, projectors, components and PCs

Telecommunication and Internet services

- FPT Communications has become extremely popular and familiar toVietnamese customers for the provision of its Internet services The company isthe second largest Internet Service Provider in Vietnam

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

2 FPT DISTRIBUTION COMPANY OVERVIEW

FPT Distribution Company (or FDC) was created in April 2003, from the

merger of FPT' s PC Distribution Center, its Projects Distribution and Support

Center and its ICT Products Distribution unit With over 10 years experience,

FPT Distribution Company is the leading IT and Communications distributor in

Vietnam FPT Distribution co-operates with its key partners in order to ensure

that Vietnamese customers have access to and can benefit from the latest, best

quality technology on offer

FPT Distribution has already made some remarkable achievements in

business In 2004, its revenue was USD 112.3 Million, an annual growth rate of

50% FPT Distribution Company was the first Vietnamese distributor to be

awarded ISO 9001:2000 FDC has also established one of the largest delivery

networks in Vietnam, consisting of almost 850 agents in 51 of 64 provinces in

Vietnam (357 Information Technology distribution agents, 469 Nokia product

ones) Its efforts in delivering professional distribution services to its customers

have been the key to its impressive achievements and success

Rc!v;:enuC! Growth 2OD3-2DOe

FPT Distribution is the largest wholesale provider of ICT product andservices in Vietnam Through active partnerships with 60 of the world's leadingICT product manufacturers such as: IBM, HP, Microsoft, Toshiba, Cisco, Oracle,Nokia, etc , FPT Distribution is able to supply the latest ICT products andservices to meet the demands of Vietnamese customers.

Organization Structure

FPT Distribution Company has close and united organization framework inthe whole country, with the head-quarter in Hanoi, and 2 branches in Ho ChiMinh City and Da Nang FDC has recruited and trained a team of creative,productive and highly-skilled staff, almost all of them have previous experience

in Information Technology, Communications and Distribution

HUMAN -f - HP DISTRIBUTION ELEAD ELEAD

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

Professional Distributor

1 Professional management systems

- Financial and accounting system: SOLOMON / FIF A, MIS

Standardized 2.500 m2 warehouse systems

- Quality management system (ISO 9001 :2000)

12-year experience in distribution and 6-year experience in projectsupport

2 Strong fmancial support from Vietnam and international Banks

- The support of the largest Vietnam banks:

!~~

And an international bank:

HSBC~

http://www.hsbc.com

3 Large distribution network and Partnership with world leading vendorsThe company has top vendors and nationwide dealer network in 51/64provinces, 300 value-added IT retailers/357 IT product distribution

network

4 Effective Project Support network and bring the "Value-added" to network

Dealer-28

Apart jT-om distribution, we also consult and support project This model is far different from the traditional one.

END-USER

Consultancy Training Solution package After sales

-The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

Project support

1 Support reseller

Marketing

- Advertise resellers through media

- Implement promotion and incentive programs

Technical support

- Provide information of product and technology

Consult to construct project and integrated solutions

Training

Cooperate with vendor to hold regular training

- Hold training for reseller as required by their project

- Provide training and updated information of product and technology

- Demo integrated solution package including hardware, software,networking at showroom

Service: maintain system, installation, upgrade system, customercare, etc

Company Goals

1 Growth above the market speed

2 Be the first choice of Partners / Companies doing business in Vietnam

3 Create an attractive environment for employees

4 "FPT Distribution Culture"

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2.b Identifyingproducts and prices

1 Collectingmarket information

suppliers

6 Training newproducts

2.a Identifying where

to sell products

Relation-ships

4 Implementing advertising transaction and selling assistance with

Chapter 3: The marketing strategies of FPT Distribution.

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

1 Collecting market information.

- Receiving market information from sales executives

- Investigating the market

Synthesizing related information

Analyzing collected information

2 a Identifying where to sell products

- Exchanging with sales executives about defining where to sell

- Determining selling areas / market

- Listing selling areas / market

b Identifying products and price

- Defining products: Which products? To whom? Where?

Identifying purchasing prices:

How much?

PurchasingTarget consumers

- Identifying selling prices:

How much?

SellingTarget consumers

- Negotiating with suppliers

3 Relationships with suppliers

- Defining purchasing prices with suppliers

- Requirements to suppliers

Developing relationship with suppliers

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4 Implementing advertising transaction and selling assistance

4.1 Advertising

Identifying advertising need to suppliers: fee assistance, design.Making advertising projects: forms, services suppliers, resources andscales

Designing advertising

Implementing advertising

Concluding

4.2 Marketing assistance for showroom

Making advertising programs and sales promotionExamining, evaluating plans, advertising - sales promotionprograms

Contacting services suppliers to design and make advertising agenda

on media

Buying sales promotion presents, making banners, brochures

ImplementingReporting results

4.3 Advertising on media

Making advertising programsListing important agents for next time advertising

ImplementingCompleting all formalities to finish sales promotion programs

The marketing strategies of FPT Distribution Company - the official distributor of Nokia in Vietnam

Signing contract with advertisers to execute products Supervisingthe quality of executing process

Advertisers conduct to execute products

Completing executing processTransferring completed executing formalities to sales developmentdepartment

Storing products' documents Clearing with accounting andexchanging department

4.5 Returning advertising fee

4.6 Allocating models and brochures

5 Purchasing.

6 Training new products.

Training agenda: subjects, contents

Training new products: features, effects, subjects, others

7 Selling.

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