At Boise Automation Canada Ltd., a senior account manager was upset with the reports that he had merely lost the $1.2 million occasion with Northern Paper Inc. (Northern), a paper mill in the Rocky Falls, Ontario.The prospect was to intend, supply and install an mechanical control system for the Northern's wood chip managing system.
It would have effortlessly put him more than his goal quota for 2011 and substantially raised his incentive payout, had he won the order, with more than 20 years experience selling automation systems in heavy business. With less than 3 months before the completion of the year, he was not likely to meet with his goal for the year. The senior account manager wanted to comprehend what had gone wrong, and to learn from the experience, to avoid duplicating it. What should he have done otherwise?
PUBLICATION DATE: March 08, 2012 PRODUCT #: W12785-HCB-ENG
This is just an excerpt. This case is about SALES & MARKETING
Related Case Solutions & Analyses:
Turning Design Thinking into Design Doing
BMWFilms
Canadian Tire: Selecting a Social Marketing Program
Giant Consumer Products
Lufthansa 2012
The Last Mile: Using Behavioral Insights to Create Value
High Noon at Universal Pipe: Sell Out or Risk Everything?
Negotiating the Path of Abraham
CCM Hockey: The Re-Launch of the U+ Pro Skate
Greater Minneapolis-St. Paul: Building on a Diversified Base (Abridged)
