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Cumplo.com, Teaching Note
Cespedes, Frank V.Nota del Instructor HBS-819037-EMarketingTeaching note for case 818039.Desde 0,00 €
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FormPrint Ortho500, Teaching Note
Cespedes, Frank V.; Zalosh, AlisaNota del Instructor HBS-915536-ETeaching note for case 915535.Desde 0,00 €
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Meridian Systems, Teaching Note
Cespedes, Frank V.; Roberts, Michael J.Nota del Instructor HBS-918534-EIniciativa emprendedoraTeaching note for case 918533.Desde 0,00 €
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DoubleDutch, Teaching Note
Cespedes, Frank V.Nota del Instructor HBS-817132-EIniciativa emprendedoraThis Teaching Note accompanies HBS No. 815044 "DoubleDutch" in which the co-founders of the event management start-up, DoubleDutch, have to make a significant decision about their young company's sales function. The teaching note covers: Opportunity analysis, including the fit of value proposition with buying criteria in a big but fragmented market; Sales analysis, including the flow of activities from lead generation to post-sale service and acc...Desde 0,00 €
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Transition at DataCo, Teaching Note
Cespedes, Frank V.Nota del Instructor HBS-817096-EIniciativa emprendedoraTeaching note for case 816058.Desde 0,00 €
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Cilkray Graphics
Cespedes, Frank V.; Zalosh, AlisaCaso HBS-916512-EMarketingMarcus Crosby, President of Cilkray Graphics, convened an emergency meeting with Cilkray's senior managers in order to respond to an unexpected development. Cilkray sold three lines of specialized graphics processing units (GPUs). Each line targeted a segment of the professional market for Hosted Virtual Desktops (HVDs). Grovex, Cilkray's key competitor, had just announced the impending launch of the GSpeed, a new GPU. It said that the GSpeed wou...Desde 8,20 €
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Sales Compensation Vignettes, Teaching Note
Cespedes, Frank V.Nota del Instructor HBS-817104-ETN for case 816092. This teaching note supports the case study comprised of two vignettes about startup companies considering whether and how to change their sales compensation plans.Desde 0,00 €
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Clef Company: Turnover, Teaching Note
Cespedes, Frank V.Nota del Instructor HBS-816046-EMarketingColor Teaching Note Teaching Note for Product Number 814100.Desde 0,00 €
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Oversight Systems, Teaching Note
Cespedes, Frank V.Nota del Instructor HBS-817120-ETeaching note for case 817015. This Teaching Note accompanies the case, set in May 2016, which discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia-based software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational inefficiencies.Desde 0,00 €
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How Leaders Can Drive Sales
Capon, Noel; Senn, Christoph; Chung, Doug J.; Cespedes, Frank V.Artículo HBS-R2102B-EMarketing"When CEOs Make Sales Calls," "How to Shift from Selling Products to Selling Services," and "Selling After the Crisis."Desde 8,20 €