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How To Write A Business Plan, Fourth Edition by James C Kauss, Peter D Schiffrin, Edward T Crego

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The Practice Case Solution

ASSIGNMENT 1

Exhibit PCS–1 shows the quarterly revenue projections, based on the new unit price and Roger’s unit sales plan for 1996.

ASSIGNMENT 2

A sales and marketing strategy for Cutter Scissors in 1996 should begin with a comprehensive market analysis to accomplish the following goals:

•  Identify the total market for scissors, including stationery, department stores, discount stores, and so forth.

•  Identify and measure all competitors, including domestic and foreign.

•  Determine the potential sales and profitability of selling to stores other than stationery stores.

•  Conduct customer surveys to determine satisfaction with existing products and the need for new products.

•  Conduct a cost-benefit analysis to ...

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