A Tough Sell in Sales Management (B)
Grenblad, Daniel;Y...
A Tough Sell in Sales Management (B)
Grenblad, Daniel; Yemen, Gerry
M-0740 | Published April 7, 2006 | 3 pages. Case
Collection: Darden School of Business
Product Details
As a manager of a global subsidiary, how skilled should you be in predicting a customer's behavior? Larry Swartz, country manager at Genua in Sweden AB, an IT services company, and one of his sales people were awaiting a promised fax about a sweet deal he
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