1. What is UPS business customers looking for when committing to work with UPS?

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The questions to be addressed in sufficient detail in your written submission are:

  1. What are UPS’s business customers looking for when committing to work with UPS?
  2. How do UPS’ marketing and sales to business customers differ from working with its residential consumers?
  3. How does the UPS story relate to the major concepts of Kotler & Armstrong Chapter 6 on business buyer behavior?
 
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