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Case

Rita Rodier: un éxito de ventas (A)

By Lara Arias, Luis / Susaeta Erburu, Lourdes / Pin Arboledas, José Ramón

Decision Analysis Leadership and People Management Marketing

Este caso trata el dilema de una "perfecta vendedora" y su ascenso en la organización. Se refleja cómo la protagonista, Rita Rodier, tiene muchas competencias para la venta pero escasas para la gestión de equipos. Por otra parte, su cercanía con la dirección de la empresa, mediante vínculos informales, hace todavía más difícil su encaje como directiva.

Collection: IESE (España)

Ref: DPO-304

Format: PDF

Number of pages: 35

Publication Date: Mar 10, 2014

Language: Spanish

What material is included in this case:

Teaching Note Exclusive professors

Other supplements

Description

Year: 1985-2009

Geographic Setting: Francia

Industry Setting: Grandes superficies/distribucion

Learning Objective

Dirección de comercial, equipos de ventas.

Rita Rodier: un éxito de ventas (A)

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Rita Rodier: un éxito de ventas (A)

What material is included in this case:

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Rita Rodier: un éxito de ventas (A)

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