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transcript · knowledge-4d497171

Exhibit B2 — Evergreen Commercial Operating Model All company names and data in this exhibit are fictional and intended for classroom use. How Evergreen Goes to Market Evergreen uses a combination of direct and indirect routes to market. The mix varies by country, channel and customer. Global / Regional Organization Global and regional teams are responsible for overall commercial and brand priorities. They establish broad objectives, category priorities, major launches and commercial programmes. Country Sales Organizations Country sales teams translate regional and global priorities into local plans and are responsible for delivering sales targets. Their activities include: Managing key customer relationships Managing distributors Developing outlet coverage Planning sales activities Managing direct sales teams Working with outsourced field teams Monitoring commercial performance