It focuses in detail on the implementation of a corporate restructuring program at ABB’s German subsidiary. Particular attention is paid to Germany’s unique form of industrial governance. Two main problem areas, power plants and power transformers, are described in detail. ABB’s new financial policies, organization, behavior and objectives are introduced. How should the director of …
Which Sales Candidate is the Ideal Initial Hiring for a Startup? What are the best marketing channels to invest in? How aggressively should a leadership team align sales with customer success? Early-stage founders, sales managers, and marketing executives often face one and sometimes all of the above scenarios as their companies grow. This case features …
Cyberdyne Inc. was a Japanese technology company that wanted to commercialize a Hybrid Auxiliary Link (HAL). HAL was a robotic exoskeletal system designed for people who had difficulty walking due to nervous system disabilities from stroke, spinal cord injury (SCI), and persistent neuromuscular disease. In a person with neuromuscular disorders, the signals transmitted by the …
Provides background information in case (B) where an experienced children’s clothing buyer solicits a bribe from a young seller.
Ledals, one of the leading redistribution companies in the United States, found that extra truck trips when there were backorders was eliminating margins. For this reason, management introduced a new policy whereby reordered items were kept until the next customer order was received and prepared for shipment.
Janalakshmi Financial Services (JFS), an Indian microfinance institution, had grown rapidly by providing financial products to its main customer base, the urban poor. However, the company faced several challenges. JFS productivity has declined and the company has had a high and above-market turnover rate in its sales force. H. loan officers. In addition, the division …
This case focuses on the growth needs of a company moving from its base with SME clients (small and medium-sized companies) to business clients (companies with more than 500 employees). Examine differences in purchasing processes, product requirements, after-sales services, and the impact on the organization and provision of sales resources on InsideSales.com.
Present video 1.
Magellan Boatworks is a mid-size manufacturer of high performance, custom built “cruising yachts”. In light of the economic and political uncertainties in late 2016, Walt Robinson, Magellan’s vice president of sales and marketing, wonders if he should request a budget increase for 2017. There are many important questions. Can Robinson’s team increase sales on a …
This case introduces the concept of customer focus and tracks its development at EMC, the world’s leading company in data storage hardware and information management software. Historically, EMC customers have relied on EMC sales staff to guide them through the complex consultative purchasing process. However, with the advent of social media, potential customers are getting …