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Case
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Reference no. 505-045-1
Subject category: Marketing
Authors: Reinhard Angelmar (INSEAD)
Published by: INSEAD
Originally published in: 2005
Version: 05.2005
Length: 23 pages
Data source: Field research
Topics: Customer Relationship Management (CRM); Pharmaceuticals; Marketing; Sales force; Technology adoption
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Case
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Reference no. BW0011
Subject category: Marketing
Authors: Nukhet Vardar (Brands Whisper'g Consultancy Ltd)
Published by: Brands Whisper'g Consultancy
Originally published in: 2020
Length: 20 pages
Data source: Field research
Topics: Marketing; Sales force; Digitilization; AI; RPA; Dan Totsu; Genba Room; International brands; International markets; Emerging markets; Turkey; Brisa Bridgestone Sabanci; Manufacturing; Tyre market
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Case from journal
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Reference no. NAC3224
Subject category: Marketing
Authors: Andres Terech (University of California at Los Angeles); Javier Silva (IAE Business School); Maria Barale (IAE Business School)
Published by: NACRA - North American Case Research Association
Published in: "The Case Research Journal", 2012
Length: 20 pages
Data source: Field research
Topics: Marketing; Pricing; Sales force; Business-to-business (B2B); Services; Organizational culture
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Case
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Reference no. IMD-3-2437
Subject category: Strategy and General Management
Authors: Donald A Marchand (International Institute for Management Development (IMD)); Polina Bochukova (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Published in: 2014
Length: 22 pages
Data source: Field research
Topics: Digital transformation; Customer engagement; Customer Relationship Management (CRM); Pharmaceutical; Sales force
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Case
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Reference no. 512-116-1
Subject category: Marketing
Authors: Suresh Garimella (IBS Center for Management Research); K. S. Venugopal Rao (ICFAI Business School, Hyderabad)
Published by: IBS Center for Management Research
Published in: 2012
Length: 8 pages
Data source: Field research
Topics: Sales force; New market; SMSE; Diversification
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Case
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Reference no. W25442
Subject category: Marketing
Authors: Jeevan J Arakal (T A Pai Management Institute); Pranav Venkatesh Pai (T A Pai Management Institute); Sravya Polamraju (T A Pai Management Institute)
Published by: Ivey Publishing
Originally published in: 2021
Version: 2021-12-09
Length: 11 pages
Data source: Field research
Topics: Sales; Territories; Sales force; Realignment; Marketing; Human resource management
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Compact case
Case
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Reference no. 9B14A052
Subject category: Marketing
Authors: William H Murphy (University of Saskatchewan)
Published by: Ivey Publishing
Originally published in: 2014
Version: 2014-09-15
Length: 5 pages
Data source: Generalised experience
Topics: Relationship management; Sales force; Pricing; Customer backlash; United States; Marketing
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Prize winner
Compact case
Abridged version
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Reference no. IMD-5-0793
Subject category: Marketing
Authors: Wolfgang Ulaga (International Institute for Management Development (IMD)); Frederic Dalsace (HEC Paris); Chloe Renault (HEC Paris)
Published by: International Institute for Management Development (IMD)
Originally published in: 2013
Version: 28.03.2019
Revision date: 16-Apr-2019
Length: 5 pages
Data source: Published sources
Topics: Solution; Transition; Product; Services; Service excellence; Business model change; Fleet management; Channel relationship; Sales force; Customer; Value; Environment
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New product
Case
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Reference no. M-1391-E
Subject category: Marketing
Authors: Julian Villanueva (IESE Business School)
Published by: IESE Business School
Originally published in: 2022
Version: 10/2/22
Length: 9 pages
Data source: Generalised experience
Topics: Professionalization of the sales force; Sales; Sales force; Sales policies; Sales team organization
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Case
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Reference no. 520-0073-1
Subject category: Marketing
Authors: Uchenna Uzo (Lagos Business School)
Published by: Lagos Business School
Published in: 2020
Length: 10 pages
Data source: Generalised experience
Topics: Compensation; Incentives; Sales force; Perfume; Performance
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Case
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Reference no. C28-09-001
Spanish language
Subject category: Marketing
Authors: Luis Alfonso Cervantes Guerra (Tecnológico de Monterrey)
Published by: Tecnologico de Monterrey
Originally published in: 2004
Version: 18 December 2006
Length: 13 pages
Data source: Published sources
Topics: Sales; Sales force; Sales objectives; Sales management
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Video case
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Reference no. BW0011V
Subject category: Marketing
Authors: Nukhet Vardar (Brands Whisper'g Consultancy Ltd)
Published by: Brands Whisper'g Consultancy
Originally published in: 2020
Length: 24 minutes
Data source: Field research
Topics: Marketing; Sales force; Digitilization; AI; RPA; Dan Totsu; Genba Room; International brands; International markets; Emerging markets; Turkey; Brisa Bridgestone Sabanci; Manufacturing; Tyre market
Notes: File size 1.37GB. Click for more information.
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Case
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Reference no. IMD-5-0793-JP
Japanese language
Subject category: Marketing
Authors: Wolfgang Ulaga (HEC Paris); Frederic Dalsace (HEC Paris); Chloe Renault (HEC Paris)
Published by: International Institute for Management Development (IMD)
Originally published in: 2019
Version: 03.04.2019
Length: 6 pages
Data source: Published sources
Topics: Solution; Transition; Product; Services; Service excellence; Business model change; Fleet management; Channel relationship; Sales force; Customer; Value; Environment
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Case
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Reference no. IMD-5-0793-PT
Portuguese language
Subject category: Marketing
Authors: Wolfgang Ulaga (International Institute for Management Development (IMD)); Frederic Dalsace (HEC Paris); Chloe Renault (HEC Paris)
Published by: International Institute for Management Development (IMD)
Originally published in: 2022
Version: 23.09.2022
Length: 6 pages
Data source: Published sources
Topics: Solution; Transition; Product; Services; Service excellence; Business model change; Fleet management; Channel relationship; Sales force; Customer; Value; Environment
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Case
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Reference no. E514-096-1
Spanish language
Subject category: Marketing
Authors: Claire Bastien (IE Business School (Instituto de Empresa S.L)); Teresa Serra (IE Business School (Instituto de Empresa S.L))
Published by: IE Business School
Originally published in: 2014
Version: 13 July 2010
Length: 34 pages
Data source: Field research
Topics: Sales force; Pharma; Pharmaceutical; Promotional activities; Marketing plan; Commercial plan; Launch; Novartis; Exforge; Diovan; Rasilez; Lescol; Galvus; Eucreas
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Case from journal
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Reference no. NAC3224P
Portuguese language
Subject category: Marketing
Authors: Andres Terech (University of California at Los Angeles); Javier Silva (IAE Business School); Maria Barale (IAE Business School)
Published by: NACRA - North American Case Research Association
Published in: "The Case Research Journal", 2012
Length: 21 pages
Data source: Field research
Topics: Marketing; Pricing; Sales force; Business-to-business (B2B); Services; Organizational culture
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Case from journal
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Reference no. NAC3224E
Spanish language
Subject category: Marketing
Authors: Andres Terech (University of California at Los Angeles); Javier Silva (IAE Business School); Maria Barale (IAE Business School)
Published by: NACRA - North American Case Research Association
Published in: "The Case Research Journal", 2012
Length: 21 pages
Data source: Field research
Topics: Marketing; Pricing; Sales force; Business-to-business (B2B); Services; Organizational culture
View full details
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Case
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Reference no. IMD-3-2437-ZH
Simplified Chinese language
Subject category: Strategy and General Management
Authors: Donald A Marchand (International Institute for Management Development (IMD)); Polina Bochukova (International Institute for Management Development (IMD))
Published by: International Institute for Management Development (IMD)
Originally published in: 2018
Version: 23.05.2018
Length: 18 pages
Data source: Field research
Topics: Digital transformation; Customer engagement; Customer Relationship Management (CRM); Pharmaceutical; Sales force
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Book chapter
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Reference no. BEP0612
Authors: Nikolaos Panagopoulos (Athens University of Economics and Business (AUEB))
Chapter from: "Sales Technology: Making the Most of Your Investment"
Published by: Business Expert Press
Published in: 2010
Length: 28 pages
Topics: Customer Relationship Management (CRM); Sales force automation (SFA); Sales technology; Automation; Information technology; Salesperson; Performance; Productivity; Implementation; Sales force; Adoption; Customer relationships; Return on investment
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