Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Compact case
Published by: International Institute for Management Development (IMD)
Originally published in: 2008
Version: 18.09.2008
Length: 3 pages
Data source: Published sources

Abstract

This is part of a case series. The two cases in this series show two sides of a sales meeting and describe in a vivid and colourful manner the challenges a new sales representative might face. It features Tamm, a newly appointed Partner in an accounting firm and his quest to close his first deal in the Eastern European market. The other side of the story shows Tina Karu, who meets Tamm through a contact at her bank and reacts to his sales strategy and tactics.
Location:
Industry:
Other setting(s):
2007

About

Abstract

This is part of a case series. The two cases in this series show two sides of a sales meeting and describe in a vivid and colourful manner the challenges a new sales representative might face. It features Tamm, a newly appointed Partner in an accounting firm and his quest to close his first deal in the Eastern European market. The other side of the story shows Tina Karu, who meets Tamm through a contact at her bank and reacts to his sales strategy and tactics.

Settings

Location:
Industry:
Other setting(s):
2007

Related