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Grenblad, Daniel

A Tough Sell in Sales Management (A)

Grenblad, Daniel; Yemen, Gerry

M-0739 | Published April 07, 2006 | 3 pages Case

Collection: Darden School of Business

As a manager of a local subsidiary, how skilled should you be in understanding a customer's behavior? Lars Falk, country manager at Genupay in Sweden AB, an IT software company, and one of his sales p... Read More

A Tough Sell in Sales Management (B)

Grenblad, Daniel; Yemen, Gerry

M-0740 | Published April 07, 2006 | 3 pages Case

Collection: Darden School of Business

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 pe... Read More

A Tough Sell in Sales Management (C): Epilogue

Grenblad, Daniel; Yemen, Gerry

M-0741 | Published April 07, 2006 | 1 pages Case

Collection: Darden School of Business

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 pe... Read More