German language
Subject category:
Marketing
Published by:
ESMT European School of Management and Technology
Version: 19 November 2015
Length: 17 pages
Data source: Field research
Topics:
Sales; Customer relations; Customer and client analysis; Customer attitudes; Preferences; Customer relationship management; Service profit chain; Customer retention; Personal selling; Sales cycle; Customer acquisition; Sales closing; Sales force management; Sales management; Collapse section sales systems
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Abstract
This is a German version. This is part of a case series. Around 6:00 pm on May 31, 2007, Urs Muller and Christoph Burger from ESMT European School of Management and Technology were getting prepared for the presentation. In about an hour they would present their proposal for an executive education program to the CEO of Energie aus Deutschland Systems (EAD Systems) and two of his senior HR managers. Sitting in the lobby of a hotel in western Germany next to the main entrance of the EAD Systems headquarters, Urs recalled the pitching process by scrolling through his notes. ESMT's pitch to EAD Systems' describes the efforts of ESMT European School of Management and Technology to acquire EAD Systems as a client for an executive education program. The case study comprises two parts, A and B, which allow comprehensively reviewing sales management in a professional services firm.
Subject category:
Marketing
Published by:
ESMT European School of Management and Technology
Version: 19 November 2015
Length: 18 pages
Data source: Field research
Subject category:
Marketing
Published by:
ESMT European School of Management and Technology
Version: 19 November 2015
Length: 18 pages
Data source: Field research
Topics:
Sales; Customer relations; Customer and client analysis; Customer attitudes; Preferences; Customer relationship management; Service profit chain; Customer retention; Personal selling; Sales cycle; Customer acquisition; Sales closing; Sales force management; Sales management; Collapse section sales systems
Subject category:
Marketing
Published by:
ESMT European School of Management and Technology
Version: 19 November 2015
Length: 2 pages
Data source: Field research
Topics:
Sales; Customer relations; Customer and client analysis; Customer attitudes; Preferences; Customer relationship management; Service profit chain; Customer retention; Personal selling; Sales cycle; Customer acquisition; Sales closing; Sales force management; Sales management; Collapse section sales systems
Subject category:
Marketing
Published by:
ESMT European School of Management and Technology
Version: 19 November 2015
Length: 2 pages
Data source: Field research
Topics:
Sales; Customer relations; Customer and client analysis; Customer attitudes; Preferences; Customer relationship management; Service profit chain; Customer retention; Personal selling; Sales cycle; Customer acquisition; Sales closing; Sales force management; Sales management; Collapse section sales systems
About
Abstract
This is a German version. This is part of a case series. Around 6:00 pm on May 31, 2007, Urs Muller and Christoph Burger from ESMT European School of Management and Technology were getting prepared for the presentation. In about an hour they would present their proposal for an executive education program to the CEO of Energie aus Deutschland Systems (EAD Systems) and two of his senior HR managers. Sitting in the lobby of a hotel in western Germany next to the main entrance of the EAD Systems headquarters, Urs recalled the pitching process by scrolling through his notes. ESMT's pitch to EAD Systems' describes the efforts of ESMT European School of Management and Technology to acquire EAD Systems as a client for an executive education program. The case study comprises two parts, A and B, which allow comprehensively reviewing sales management in a professional services firm.
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Related
Subject category:
Marketing
Published by:
ESMT European School of Management and Technology
Version: 19 November 2015
Length: 18 pages
Data source: Field research
Subject category:
Marketing
Published by:
ESMT European School of Management and Technology
Version: 19 November 2015
Length: 18 pages
Data source: Field research
Topics:
Sales; Customer relations; Customer and client analysis; Customer attitudes; Preferences; Customer relationship management; Service profit chain; Customer retention; Personal selling; Sales cycle; Customer acquisition; Sales closing; Sales force management; Sales management; Collapse section sales systems
Subject category:
Marketing
Published by:
ESMT European School of Management and Technology
Version: 19 November 2015
Length: 2 pages
Data source: Field research
Topics:
Sales; Customer relations; Customer and client analysis; Customer attitudes; Preferences; Customer relationship management; Service profit chain; Customer retention; Personal selling; Sales cycle; Customer acquisition; Sales closing; Sales force management; Sales management; Collapse section sales systems
Subject category:
Marketing
Published by:
ESMT European School of Management and Technology
Version: 19 November 2015
Length: 2 pages
Data source: Field research
Topics:
Sales; Customer relations; Customer and client analysis; Customer attitudes; Preferences; Customer relationship management; Service profit chain; Customer retention; Personal selling; Sales cycle; Customer acquisition; Sales closing; Sales force management; Sales management; Collapse section sales systems