14-39. What is the decision facing Oracle?
14-40. What factors are important in understanding this decision situation?
14-41. What are the alternatives?
14-42. What decision(s) do you recommend?
14-43. What are some ways to implement your recommendation?
Digging Deeper into the Case
14-44. When recruiting salespeople, how important are life- style perks like the ones described above?
14-45. Consider the factors that influence a firm’s emphasis on personal selling shown in Figure 14.2. Which of these are likely relevant in Oracle’s
decision to invest so heavily in their sales force?
14-46. Which of the two primary approaches to personal sell- ing (transactional or relationship) do you think Oracle salespeople are being encouraged
to use? Why would that approach be appropriate?
Welcome to Legit Writing
