Question 1) What were the Reasons for failure:
a) How did the sale team perform its job? In particular, with regards to Risks? The sale team of the INGEPP company turned out to be rather irresponsible regarding its risks and financial guarantees. In fact, they signed an agreement between the IMP and INGEPP excluding risks, the penalty policy and sanctions. In fact, all the negotiations were made by phone and fax, that is not a business communication. When the two companies faced difficulties (IMP's inability to pay in full, and INGEPP`s need to postpone production), both parties came to a verbal agreement. However, an oral agreement ...