IESE (España)
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Laboratorios Alce Brazil: Sales Team Turnover
Segarra, José Antonio; Carrillo, JordiCase M-1264-ELeadership and People Management, MarketingLaboratorios Alce, a Brazilian market leader in ophthalmic drugs, faces a disproportionate turnover in its network of salespeople, with serious consequences for the business. The national sales manager reflects on the causes of the high turnover rate and on possible solutions. In addition, he contemplates introducing changes to the commercial organization and sizing of his network of 70 salespeople.Starting at €8.20
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Laboratorios Alce Brasil: rotación en el equipo de ventas
Segarra, José Antonio; Carrillo, JordiCase M-1264Leadership and People Management, MarketingLaboratorios Alce, lider del mercado brasileño de medicinas oftalmológicas, se enfrenta a una desproporcionada rotación en su red de vendedores con graves consecuencias en el negocio. El director nacional de ventas reflexiona sobre las causas de la rotación y sus posibles soluciones. Al mismo tiempo se plantea cambios en la organización comercial y en el dimensionamiento de su red de 70 vendedores.Starting at €8.20
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Canadian Pacific Railway and the Creation of Shareholder Value (A)
Simon, Jan; Tatay, Santiago; Richards, WilliamCase F-895-EFinance, StrategyBy the end of 2011, Green and the financial markets were informed that the hedge fund Pershing Square Capital Management (PSCM), led by founder and CEO Bill Ackman, had increased its share in CPR from 12.4% to 14.2%. Ackman was an "activist" hedge fund manager , known for having made big changes to the boards of the companies that he had invested in as well as having provided his shareholders with handsome returns. In light of this event, Green h...Starting at €8.20
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Canadian Pacific Railway and the Creation of Shareholder Value (B)
Simon, Jan; Tatay, Santiago; Richards, WilliamCase F-896-EFinance, StrategyBy the end of 2011, it was communicated to Green and the financial markets that the hedge fund Pershing Square Capital Management (PSCM), led by founder and CEO Bill Ackman, had increased its share in CPR from 124% to 14´2%. Ackman was an "activist" hedge fund manager , known for having made big changes to the boards of the companies that he had invested in as well as having provided his shareholders with handsome returns. In light of this event...Starting at €5.74