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Terumo (C) (Spanish Version)
Godes, David B.; Egawa, Masako; Yamazaki, MayukaCase HBS-510S03MarketingPara maximizar su eficacia, los casos de color deben imprimirse en color. Este caso proporciona una información actualizada sobre la decisión de la empresa en cuanto a su estrategia de ventas para sus productos de EE.UU. catéter y el progreso del paquete de soluciones. También se analiza la expansión de la firma del "Pranex médica", una formación y reunión espacio único que ofrece facilidad para médicos y enfermeras.Starting at €5.74
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Avaya (B) (Spanish Version)
Godes, David B.Case HBS-513S17Marketingla alta dirección de Avaya quiere mejorar la generación de demanda. Esto requiere una mejora en la relación entre Ventas y Marketing. Esta serie de casos (Avaya (A) - (D)) recorre el estudiante a través de cada fase de este proceso. El caso (A) comienza con antecedentes sobre la empresa y pide al estudiante para llegar a una estrategia para mejorar la forma en que ventas y marketing trabajan juntos. En el caso (B), vemos su estrategia en la forma...Starting at €5.74
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Avaya (C): Implementando la generación de demanda en Brasil
Godes, David B.Case HBS-513S18Marketingla alta dirección de Avaya quiere mejorar la generación de demanda. Esto requiere una mejora en la relación entre Ventas y Marketing. Esta serie de casos (Avaya (A) - (D)) recorre el estudiante a través de cada fase de este proceso. El caso (A) comienza con antecedentes sobre la empresa y pide al estudiante para llegar a una estrategia para mejorar la forma en que ventas y marketing trabajan juntos. En el caso (B), vemos su estrategia en la forma...Starting at €5.74
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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 (B) (Spanish version)
Godes, David B.Case HBS-513S27MarketingAn abstract is not available for this product.Starting at €5.74
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La integración de los equipos de venta en FedEx (C)
Godes, David B.Case HBS-513S28MarketingComplementa el caso (A). Un resumen no está disponible para este producto.Starting at €5.74
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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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Six Ways to Find Value in Twitter's Noise
Berinato, ScottArticle HBS-F1006Z-EMarketingMarketers, here's how to make good use of Twitter's rich consumer data. Due to the highly graphical nature of the Vision Statement, we offer this reprint in color, PDF format only. We recommend printing it out in color to maximize its effectiveness.Starting at €8.20
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It's Not "Unprofessional" to Gossip at Work
Labianca, Giuseppe "Joe"; Berinato, ScottArticle HBS-F1009E-ELeadership and People ManagementContrary to what most people think, gossip is actually good for organizations. It can spread valuable information to employees and helps networks establish norms and censure those who don't adhere to them. So why do managers dislike it? Because it threatens their control. Research shows that the more you gossip, the higher your peers rate your informal influence.Starting at €8.20
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People Often Trust Eloquence More Than Honesty
Rogers, Todd; Norton, Michael I.; Berinato, ScottArticle HBS-F1011D-ELeadership and People ManagementThough we'd like to think that it always pays to be honest, new research from Harvard proves that it doesn't necessarily. A new study that compared viewers' reactions to a candidate's answers to questions in a debate reveals that when the candidate dodged a question eloquently, people liked and trusted him nearly as much as when he gave a direct response. What's more, they preferred artful dodges to honest but less articulate answers. That findin...Starting at €8.20