In a battle, the weaker army has no hope of winning unless it focuses its small forces on one area. In sales strategy, as well, the weaker company must launch a concentrated offense. The best strategy for the weaker company is to select a relatively easy target or to focus on an area where it already has strength. Here, we have used the sales strategy implemented by a manufacturer of industrial supplies as an example. Chapter Six introduces diversionary operations.
Diversionary operations confuse the enemy.
It is important to keep such operations secret, since once an army's battle plan is discovered by the enemy, defeat is inevitable. Decoy maneuvers are an important aspect of this particular strategy. To demoralize the enemy, and 2. To scatter the enemy's forces. Here we have used Company W as a case study.