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124 items were found using the following search criteria
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Kanthal (A) (Spanish version)
Kaplan, Robert S.Case HBS-106S08Accounting and Controlthose who buy standard products in large predictable quantities with minimal demands on technical resources.Starting at €8.20
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Anatomy of a Sale, Part 3 (Spanish version)
Deighton, John; Narayandas, DasCase HBS-506S26MarketingHow does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial involvement to a challenge from competitor Oracle to the climax. The structure of Quick & Reilly's buying center is mapped, as is the role of its parent, Fleet Bank. The fortunes of the...Starting at €8.20
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Anatomy of a Sale, Part 1 (Spanish version)
Deighton, John; Narayandas, DasCase HBS-506S29MarketingHow does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial involvement to a challenge from competitor Oracle to the climax. The structure of Quick & Reilly's buying center is mapped, as is the role of its parent, Fleet Bank. The fortunes of the...Starting at €8.20
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Anatomy of a Sale, Part 2 (Spanish version)
Deighton, John; Narayandas, DasCase HBS-506S25MarketingHow does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial involvement to a challenge from competitor Oracle to the climax. The structure of Quick & Reilly's buying center is mapped, as is the role of its parent, Fleet Bank. The fortunes of the...Starting at €8.20
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Marketing to Generation (R) (Spanish version)
Brown, StephenArticle HBS-F0306BMarketingHow do you market to marketing-savvy consumers? According to this professor, today's consumers, ironically enough, appreciate the authenticity of the old-fashioned, up-front sales pitch.Starting at €8.20
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Capturing Customers' Spare Change (Spanish version)
Albert, Terri C.; Winer, Russell S.Article HBS-F0505KMarketingSoftware that "understands" psychology is helping fast-food restaurants capture customers' spare change, explains GE edgelab's Terri C. Albert and marketing professor Russell S. Winer.Starting at €8.20
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Sales Force Integration at FedEx (A) (Spanish version)
Godes, David B.Case HBS-513S26MarketingFederal Express' (FedEx) recent acquisition of RPS--a ground delivery firm--gave the firm the potential to offer a single source for a client's delivery needs. However, to deliver on this potential, the firm needed to deliver the integrated solution through a single sales force. This integration required the solution of many issues, none more important than the formulation of a new compensation plan that not only determined the sales force's effo...Starting at €8.20
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Sales Force Integration at FedEx (D) (Spanish version)
Godes, David B.Case HBS-513S29MarketingAn abstract is not available for this product.Starting at €5.74
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Sales Force Integration at FedEx (B) (Spanish version)
Godes, David B.Case HBS-513S27MarketingAn abstract is not available for this product.Starting at €5.74
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Creating a Marketing Plan: An Overview
Book Chapter HBS-2564BC-EMarketingThis chapter is excerpted from Harvard Business Essentials: Marketer's Toolkit. Effective marketing cannot begin without an effective marketing plan. The marketing plan serves to define the opportunity, the strategy, the budget, and the expected results oStarting at €8.20