Author Profile
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