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Sullair: Redefining Its Channel of Distribution - Teaching Note
Spekman, Robert E.Nota del Instructor DARDEN-M-0772TN-EMarketingTeaching note for product M-0772Desde 0,00 €
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Fiat and Chrysler: Gaining on Global Automakers? - Teaching Note
Spekman, Robert E.Nota del Instructor DARDEN-M-0780TN-EMarketingTeaching note for product M-0780Desde 0,00 €
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ExAblate Neuro - Teaching Note
Spekman, Robert E.; Thames, MatthewNota del Instructor DARDEN-M-0888TN-EMarketingTeaching note for product M-0888Desde 0,00 €
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The United Drug Packaging Division - Teaching Note
Spekman, Robert E.; O'Sullivan, RobertNota del Instructor DARDEN-M-0840TN-EMarketingTeaching note for product M-0840Desde 0,00 €
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BP in Russia: Bad Partners or Bad Partnerships? (A) and (B) - Teaching Note
Spekman, Robert E.; Linetsky, ZuriNota del Instructor DARDEN-M-0819TN-EMarketingTeaching note for product M-0819Desde 0,00 €
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The Apple iPhone - Teaching Note
Farris, Paul W.; Spekman, Robert E.; Mitchell, JamesNota del Instructor DARDEN-M-0765TN-EMarketingTeaching note for product M-0765Desde 0,00 €
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A Note on Sizing the Sales Force
Spekman, Robert E.; Kumar, Sameer; Kalla, AryaNota técnica DARDEN-M-0746-EMarketingThis note describes several approaches one could employ to size a sales force. It addresses the advantages of each approach as well as the weaknesses. The case entitled "Z Associates: Sizing the Sales Force" (UVA-M-0745) provides a real-world example of one company's attempt to select the correct approach, and includes a supplemental Excel file for students.Desde 8,20 €
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ZS Associates: Sales Force Sizing
Spekman, Robert E.; Kumar, Sameer; Kalla, AryaCaso DARDEN-M-0745-EMarketingThis case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size of its sales force. An Excel file containing two of the case exhibits is included and is available by contacting sales@dardenbusinesspublishing.com. A related Technical Note entitled "A Note on Sizing the Sales Force" (UVA-M-0746) is available that describes several approaches one could employ to si...Desde 8,20 €
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I.M.A.G.E. International (Spanish Version)
Newton, Derek A.; Spekman, Robert E.; Ranson, AlexandraCaso DARDEN-M-0958MarketingTraducción al español de la versión del 28 de febrero de 2019 del caso UVA-M-0417. Este caso promueve la comprensión y familiariza a los estudiantes con los incentivos no financieros. El caso describe los principales elementos que intervienen en la creación de una fuerza de ventas de alto rendimiento; Las prácticas, políticas y filosofías que se revelan sobre las formas de motivar a las personas proporcionan una base para la discusión de los estu...Desde 8,20 €
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Customer Segmentation in Business-to-Business Markets
Spekman, Robert E.; Stein, JoshuaNota técnica DARDEN-M-0792-EMarketingThe purpose of this note is to help students better understand the concept of customer segmentation in a business-to-business (B2B) context, focused on such topics as the role segmentation plays in the larger marketing strategy of which it is a part, the process, primary approaches, and variables.Desde 8,20 €