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A Tough Sell in Sales Management (B)

Grenblad, Daniel, ...

Case

A Tough Sell in Sales Management (B)

Grenblad, Daniel; Yemen, Gerry

M-0740 | Published April 7, 2006 | 3 pages Case

Collection: Darden School of Business

Product Details

As a manager of a global subsidiary, how skilled should you be in predicting a customer's behavior? Larry Swartz, country manager at Genua in Sweden AB, an IT services company, and one of his sales people were awaiting a promised fax about a sweet deal he

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