Toggle Nav
My Cart
English
Español
Menu
Account
  • Log in / Register
    • Language
    English
    Español

    Vicarsa (B): What Went Wrong with the Sale

    Torres, Óscar ; Palencia, Luis

    English , Spanish

    • Reference: ASN-37-E

    • Year: 2005

    • Number of pages: 1

    • Geographic Setting: España

    • Publication Date: Dec 12, 2005

    • Source: IESE (España)

    • Type of Document: Case

    Grouped product items
    Format Language Reference Use Qty Price
    pdf English ASN-37-E
    As low as €5.74

    You already have a subscription
    To order please contact the person in charge of academic purchases in your university.
    You'll be able to order once your profile has been validated.

    Description

    Part (B) of this case provides information not previously available in Part (A), leading to a chance to reflect on the caution necessary in solving problems with incomplete information.

    Learning Objective

    This case is handed out 60 minutes after discussing VICARSA (A), and should lead to a discussion to modify the solution adopted.

    Related Documents

    Keywords

    Customer Portfolio Learning Sales & Marketing Sales management