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SEUR: Digitalizing Express Shipping
Foncillas, Pablo; González, JorgeCaso M-1309-EDirección estratégica, Marketing, Tecnologías de la informaciónThe heads of marketing at SEUR (Servicio Urgente de Transportes; "Urgent Shipping Service" in English) were ready to present in the meeting room the results of the first six months since the relaunch of the company's new website. They had recently opted for promoting a website with a clear transactional focus. The meeting had been called to examine some aspects of the new site's performance, such as how sales were evolving with respect to target...Desde 8,20 €
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Hiperbaric: B2B 2.0 - Teaching Note
Foncillas, PabloNota del Instructor MT-36-EDirección estratégica, Innovación y cambio, MarketingThis case touches on the problems faced by a company - a global leader with a presence all over the world - dedicated to selling machinery at high prices ($1 million average purchase) in a B2B environment. The case discusses how and why the company should develop its digital presence as opposed to increasing its commercial presence by hiring more salespeople to sell its products. Should the company look for new salespeople? Does it make sense for...Desde 0,00 €
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Hiperbaric: B2B 2.0
Foncillas, PabloCaso M-1303-EDirección estratégica, Innovación y cambio, MarketingThis case touches on the problems faced by a company, a global leader with a presence all over the world, dedicated to selling machinery at high prices ($1 million average purchase) in a B2B environment. The case discusses how and why the company should develop its digital presence as opposed to increasing its commercial presence by hiring more salespeople to sell its products. Should the company look for new salespeople? Does it make sense for i...Desde 8,20 €