Microsoft United Kingdom: the major accounts program (Portuguese Version, Brazil)
Two years after the implementation of the large accounts program in Microsoft Spain, some fine adjustments are being considered as a consequence of the changes in customer demand, as well as the change in some of the competitive elements, mainly the evolution of technology and the movements of competitors.Microsoft Spain is studying the possibility of modifying some of the operational aspects of the large accounts program.
Collection: IESE (España)
Ref: M-1181-PB
Format: PDF
Number of pages: 27
Publication Date: Sep 30, 2004
Language: Portuguese Brasil, Spanish
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Description
Two years after the implementation of the large accounts program in Microsoft Spain, some fine adjustments are being considered as a consequence of the changes in customer demand, as well as the change in some of the competitive elements, mainly the evolution of technology and the movements of competitors.Microsoft Spain is studying the possibility of modifying some of the operational aspects of the large accounts program.
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Year: 2003
Geographic Setting: España
Learning Objective
Illustrate the discussion to determine the appropriate commercial organization in dealing with key customers.
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"Microsoft United Kingdom: the major accounts program (Portuguese Version, Brazil)"
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