Describes the activities of sales sales engineer to work with key clients. Loss for CT scanner provides the basis for analysis of the situation of purchase and processing of its salesman. Questions raised include: What characters influencing the purchasing decision? What seems to motivate them? What would be a good sales strategy? This is a revised version of the previous case. "Hide
by Kamran Kashani Source: IMD 9 pages. Publication Date: January 1, 1998. Prod. #: IMD048-PDF-ENG
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