Selling Strategic Issues: Crafting the Content of the Sales Pitch Harvard Case Solution & Analysis

From outside a company, method making normally seems a top-down procedure whereby the CEO and leading management deciding that the remainder of the company have to then execute.

In some cases, however, the concepts underlying strategic steps stem with lower level staff members. Can workers truly form method? That typically depends upon crafting the content of the sales pitch.

PUBLICATION DATE: November 15, 2009 PRODUCT #: BH355-HCB-ENG

This is just an excerpt. This case is about STRATEGY & EXECUTION

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