General Information What's included Description Learning Objective Modules Videos Related Recommended Reviews

Case

Vicarsa (A): Arreglando un error en la venta

By Torres, Óscar / Palencia, Luis

Un agente de ventas ve cómo lo que podía haber sido un importante contrato corre peligro de cancelarse debido a la precipitación en intentar cerrar una venta relacionada. El análisis del proceso de la venta y la identificación de los errores es la base para proponer soluciones. La información con la que se cuenta es limitada, y eso debe tenerse en cuenta en la discusión.

Collection: IESE (España)

Ref: ASN-36

Format: PDF

Number of pages: 7

Publication Date: Dec 12, 2005

Language: Spanish, English

What material is included in this case:

Other supplements

Description

Year: 2005

Geographic Setting: España

Learning Objective

Durante la discusión del caso se conformará una solución, que ha de ser reevaluada una vez que se reparta el caso Vicarsa (B), con información hasta entonces desconocida por los participantes.

Vicarsa (A): Arreglando un error en la venta

Options of use

Number of copies

- +

As low as €8.53

Are you interested in this product?

Add it to your favourites so that your institution can purchase it.

You'll be able to order once your profile has been validated.

Add to wishlist

Preview

Leave your rating
"Vicarsa (A): Arreglando un error en la venta"

To leave a comment you must Sign in or register

Register for free with IESE Publishing and enjoy all the advantages

What type of account do you want to create?

Choose account type

Professors

You will find the material that best suits you to design your courses, in different formats and up to 7 languages, so that it adapts to the teaching methodology of your preference at all times.

Preview the full content before purchasing. You will also have free access to the teaching notes.

Create whishlists and share them easily with your academic institution and/or colleagues.

Academic Institutions

Take advantage of the discount for registered institutions and save money with a platform that offers the best collections, agile purchase process and personalized customer service.

In addition, we have various types of agreements to adapt to the specific needs of each institution.

Visit our licenses page and contact us for further information.

Companies

Scalability and Savings: Get automatic discounts and special pricing on purchases of 10 or more units per product.

Customised agreements: Need specific product bundles? We design tailored pricing agreements adapted to your company’s volume and training objectives.

Centralized Management: Control all your department's acquisitions from a single, professional dashboard.

Individuals

Have the content you need to stay updated as a manager with the support of one of the most prestigious business schools in the world.

We select the online courses and articles so that you can continue to be a better leader who generates a positive impact on your company.

We also offer agreements for companies, contact us to know more.

Vicarsa (A): Arreglando un error en la venta

What material is included in this case:

Description

Learning Objective

Related

Vicarsa (A): Arreglando un error en la venta

Are you interested in this product?

Do you find it interesting?

Leave your rating "Vicarsa (A): Arreglando un error en la venta"

Register for free with IESE Publishing and enjoy all the advantages

What type of account do you want to create?

Leave your rating
"Vicarsa (A): Arreglando un error en la venta"