Airwide International was one of the leading suppliers of commercial and residential air conditioning systems in Europe, with a growing presence in attractive markets in Asia. Increasing competition from Chinese and foreign manufacturers in conjunction with sales organization built largely on hiring (in other industries), and gave a picture of uneven training sales. At a recent meeting of national sales, productivity Shanghai region emerged as a problem area for senior management. The transition from product sales to key account sales met with obstacles, primary among them is the lack of commitment of some of the sales leaders. Review meetings with the sales leader Shanghai reveals some of the problems and provides sales VP the opportunity to go in effect key customers "Hide
by John Zerio Source: Thunderbird School of Global Management 6 pages. Publication Date: December 15, 2011. Prod. #: TB0277-PDF-ENG
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