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SFIC did not copy email declining Paradise order to SFIFF

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SFIC did not copy email declining Paradise order to SFIFF

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Why were foods sales growth below industry standards ? Was it due to the KAM in charge or competitors ?

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Why did SFIC decline Paradise Hotel's order?

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Why did SFIC decline Paradise Hotel's order?

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SFIC declined to serve Paradise Hotel due to having troubles juggling all clients

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Why did Paradise Hotel choose another supplier?

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Why did Paradise Hotel choose another supplier?

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- Suzie declined Paradise Hotel's order
-  there was no follow up after that as Suzie did not cc the email to Frederick

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Management director gives 100% empowerment to the Key Account Managers so long as there are no major hiccups.

No clear goals, norms and behavior identified

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- Both Frederick and Suzie tried to minimise all possible communication between both departments
- Have tension between each other

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What is going on with Synergy Food Inc (SFI)?

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What is going on with Synergy Food Inc (SFI)?

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SFI has 2 divisions SFI frozen food & SFI condiments

Managing director wants to solve the issues of both divisions

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Deal with spices

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-Key Account Manager for SF Frozen Food
- Does the basic of KAM such as using channels and communicating with stakeholders
- Provided the contact information of it's sister division to Paradise Hotel executives
- Frederick is unsure of what needs to be done at times
- Don't have what it takes to be a good KAM according to teammates

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Came in as a supplier when SFI Condiments rejected the order

Took the opportunity to seize 45% of business which used to be for SFI frozen food

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- Key Account Manager for SF Condiments
- Declined Paradise Hotel requirement
- Did not inform Frederick about declining Paradise Hotel's requirement
- Did not inform Frederick that SFI Condiments is having trouble fulfilling it's commitments to current clients, hence not able to fulfill to new clients requirements.

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- Key account of SFIFF
- Have short term requirement for a small quantity of black pepper, hence they asked Frederick for help