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Supplementary Case

Costarsa (E)

By Chiesa, Cosimo / Ruggeri F.

Marketing

La creciente complejidad del mercado obliga a reorganizar la labor comercial especializando a los vendedores por canales y según el tamaño de los clientes. Una idea concreta es crear los "key-account" aunque se dude acerca de si deben depender directamente de la cabecera de la división o seguir despachando al Jefe de Zona.

Collection: IESE (España)

Ref: M-988

Format: PDF

Publication Date: Feb 1, 1995

Language: Spanish

Review date: Feb 1, 1995

What material is included in this case:

Other supplements

Description

Year: 1994

Geographic Setting: España

Costarsa (E)

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Costarsa (E)

What material is included in this case:

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Costarsa (E)

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