Nicely satisfied for MBA, Executive MBA, Global Executive MBA, along with executive education events, this field-based case scenario exploits Dunia Finance LLC, an Abu Dhabi-based financial services business, to present circumstances that allow for an evaluation of the firm's cross-selling procedure and the way that it might be leveraged. The unique facets of the region leave the case open to investigating uncertainty and risk based on the company's own expertise with the entire client.
The case enables a discussion of measuring and managing customer profitability and comparing it together with the management of customers in emerging markets and the developed world and offers an overview of the customer relationship. In the instance, Ali Hurbas, head of the Strategic Analytics Unit, faces two alternatives. Was it sensible to concentrate on bringing in new customers, or would ramping up cross selling attempts to existing customers offer greater benefits? The stuff also permit for an assessment of different statistical models which can be utilized to call the following product a customer would purchase. A teaching note is available to instructors to help in preparing for the debrief session.
PUBLICATION DATE: December 14, 2012 PRODUCT #: UV6949-PDF-ENG
This is just an excerpt. This case is about SALES & MARKETING
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