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  1. Case

    Vodafone España y su plan de grandes cuentas (A)

    By Ayala, Ignacio / Vila, Victoriano / Villanueva, Julian
    Marketing
    Collection: IESE (España)
    Ref.: M-1191
    Published: Mar 26, 2007
    Reviewed: Apr 1, 2007
    Format: PDF
    Pages: 26
    Language: Spanish
    €8.20 PVP Institution
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    Other supplements
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  2. Supplementary Case

    Microsoft España: Las Grandes Cuentas (B): versión 3.0

    By Vila, Victoriano
    Marketing
    Innovation and Change
    Leadership and People Management
    Collection: IESE (España)
    Ref.: M-1304
    Published: Jan 16, 2013
    Format: PDF
    Pages: 4
    Language: Spanish
    €5.74 PVP Institution
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  3. Case

    Intelligence partners: El proceso de ventas

    By Vila, Victoriano
    Marketing
    Collection: IESE (España)
    Ref.: M-1315
    Published: Apr 22, 2014
    Format: PDF
    Pages: 11
    Language: Spanish
    €8.20 PVP Institution
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  4. Case

    Microsoft España: el programa de grandes cuentas (condensado)

    By Vila, Victoriano
    Marketing
    Collection: IESE (España)
    Ref.: M-1236
    Published: Dec 1, 2009
    Format: PDF
    Pages: 15
    Language: Spanish
    €8.20 PVP Institution
    Include:
    Other supplements
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  5. Case

    Clifford Chance España

    By Villanueva, Julian / Vila, Victoriano
    Service and Operations Management
    Leadership and People Management
    Collection: IESE (España)
    Ref.: M-1353
    Published: Jan 23, 2017
    Format: PDF
    Pages: 16
    Language: Spanish
    €8.20 PVP Institution
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  6. Technical Note

    Reflexiones sobre la venta a grandes clientes

    By Vila, Victoriano
    Marketing
    Collection: IESE (España)
    Ref.: MN-367
    Published: Jul 25, 2008
    Format: PDF
    Pages: 24
    Language: Spanish
    €8.20 PVP Institution
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  7. Supplementary Case

    Vodafone España y su plan de grandes cuentas (B): Las cuentas globales

    By Vila, Victoriano / Villanueva, Julian / Poyatos, Juan Miguel
    Marketing
    Service and Operations Management
    Collection: IESE (España)
    Ref.: M-1301
    Published: Dec 20, 2012
    Format: PDF
    Pages: 9
    Language: Spanish
    €5.74 PVP Institution
    Include:
    Other supplements
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  8. Case

    Microsoft Spain: Major Accounts Program (condensed) (Portuguese Version, Brazil)

    By Vila, Victoriano
    Marketing
    Collection: IESE (España)
    Ref.: M-1236-PB
    Published: Dec 1, 2009
    Format: PDF
    Pages: 15
    Language: Portuguese Brasil
    €8.20 PVP Institution
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  9. Case

    Microsoft United Kingdom: the major accounts program (Portuguese Version, Brazil)

    By Cintora M. A. / Folle, Carlos / Vila, Victoriano
    Marketing
    Collection: IESE (España)
    Ref.: M-1181-PB
    Published: Sep 30, 2004
    Format: PDF
    Pages: 27
    Language: Portuguese Brasil
    €8.20 PVP Institution
    Include:
    Other supplements
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  10. Supplementary Case

    Autodiagnóstico (C): las ventas cruzadas en mi empresa de servicios profesionales

    By Vila, Victoriano / Villanueva, Julian
    Marketing
    Collection: IESE (España)
    Ref.: MQ-3
    Published: May 28, 2014
    Format: PDF
    Pages: 2
    Language: Spanish
    €5.74 PVP Institution
    Include:
    Other supplements
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