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United Parcel Service (UPS)
accounts, 163
information/history, review, 166
automated communication system, design, 165
awareness of customers, 166
communications, improvement, 157, 164
corporate decision makers, 164
corporate-level initiatives, creation/coordination, 164
interaction. See Motorola
LINK system
benefits, 166
development, 163–167
NAMs, 163–167
National Account Executives (NAEs), 164–165, 167
national accounts
contracts, implementation, 165
two-tiered approach, 163–164
sales organization, development, 163
software programs, research, 164
system requirements, identification, 165
usage, 147
U.S. West
benefits, 126
Dayton Hudson (DH) Corporation, interaction, 124–127
subcontractors, 126
UPS. See United Parcel Service
User buyers, 114
Users
feedback, collection, 162
technology
orientation, 163
readiness, determination, 161, 167
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