Subject category:
Strategy and General Management
Published by:
International Institute for Management Development (IMD)
Version: 18.09.2008
Share a link:
https://casecent.re/p/82714
Write a review
|
No reviews for this item
This product has not been used yet
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.
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.