At around 6:00 p.m. on May 31st, 2007, Urs Muller and Christoph Burger from ESMT European School of Management and Technology were getting prepared for the presentation. In about an hour they'd present their proposal for an executive education program to the CEO of Energie aus Deutschland Systems (EAD Systems) and two of his senior HR managers.
Sitting in the foyer of a resort in western Germany next to the primary entry of the EAD Systems headquarters, Urs remembered the pitching procedure by going through his notes. ESMT's pitch to EAD Systems" depict the pains of ESMT European School of Management and Technology to attain EAD Systems as a client for the executive education program. The case study contain two parts, A and B, which enable reviewing sales management in a professional services firm.
PUBLICATION DATE: November 19, 2015 PRODUCT #: ES1641-HCB-ENG
This is just an excerpt. This case is about SALES & MARKETING
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