ANFISA: alarma en la zona norte

By Segarra, José Antonio / Carrillo, Jordi

Marketing

Luis Carral reflexiona sobre las decisiones que debe tomar para darle la vuelta a la zona de ventas que le ha sido asignada. Los indicadores son muy significativos: la zona está lejos de su potencial, su crecimiento es pobre, sus márgenes son los peores de la compañía, así como los impagados. El equipo que ha recibido en herencia no actúa como tal. Luis se plantea cambios drásticos en el despliegue de la zona y en el modelo retributivo. Como tema candente tiene encima de la mesa la decisión a tomar sobre cuatro de los vendedores más problemáticos de la zona.

Collection: IESE (España)

Ref: M-1253

Format: PDF

Number of pages: 19

Publication Date: Oct 20, 2011

Language: Spanish, English

Description

Year: 2007

Geographic Setting: España

ANFISA: alarma en la zona norte

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ANFISA: alarma en la zona norte

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ANFISA: alarma en la zona norte

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