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Who's Your Most Valuable Salesperson
Kumar, V; Sunder, Sarang; Leone, Robert P.Artículo HBS-R1504D-EU.S. businesses spend $800 billion annually on sales force compensation and another $15 billion on sales training. Yet the backward-looking metrics they rely on (such as revenue generated) to gauge the impact of this spending provide limited insight into how a salesperson will do going forward and what types of training and incentives will be most effective. As a result, many companies misallocate sales force investments. The authors worked with ...Desde 8,20 €
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How Valuable Is Word of Mouth
Kumar, V; Petersen, Andrew; Leone, Robert P.Artículo HBS-R0710J-EMarketingThis article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. The customers who buy the most from you are probably not your best marketers. What's more, your best marketers may be worth far more to your company than your most enthusiastic consumers. Those are the conclusions of professors Kumar and Petersen at the University ...Desde 8,20 €
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quéé valor tiene el "boca a boca"
Kumar, V; Petersen, Andrew; Leone, Robert P.Artículo HBS-R0710JMarketingEste artículo incluye una vista previa de una página que resume rápidamente las ideas clave y proporciona una visión general de cómo los conceptos funcionan en la práctica, junto con sugerencias para la lectura adicional. Los clientes que compran la mayor parte de usted probablemente no son sus mejores vendedores. Lo que es más, sus mejores vendedores pueden ser mucho más valor a su empresa a sus consumidores la mayoría de los entusiastas. Esas s...Desde 8,20 €
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GdL (Giocattolo di Legno), SpA
Grandes, Mª Jesús; Peñalva, FernandoCaso C-742-EContabilidad y controlThis case presents the situation of a successful, medium-sized company in the toy industry. It illustrates the preparation of basic financial statements: the balance sheet, P&L statement, and cash flow statement. It helps students integrate the three main financial statements and shows them how they can employ them in making financial decisions. It shows a clear relationship between strategy and financial statements. And, finally, it demonstrates...Desde 8,20 €
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Financial Assets
Peñalva, Fernando; Badia, Marc; Duro, MiguelNota técnica CN-243-EContabilidad y controlDescribes the accounting for financial assets under the new standards IFRS 9, and ASU 2016-01. It describes in an intuitive way how to account for financial instruments under both IFRS and US GAAP. Target audience: MBAs, undergraduate business majors, and executives who need to know the basics of the accounting for financial investments.Desde 8,20 €