The case scenario demonstrates the series of events that happened when a world-wide leader in the automated information management technology was to compete to retain one of its own key customers. It presents the surroundings for B2B sales and also the challenges facing the business in a intensely competitive depiction.
The case scenario illustrates in detail the politics and personalities comprised and also the significance of relationships and optimism in making sales. It's designed to excite readers to research scenario restoration strategies for an existent technology supplier that confronts the emergence of a competent adversary. Discussion of such strategies involves ethical concerns and emphasizes the thin divide between ethos and diplomacy in selling attempts.
PUBLICATION DATE: December 14, 2012 PRODUCT #: W12381-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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