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Sales Learning Curve (Spanish version)
Leslie, Mark; Holloway, ChuckArticle HBS-R0607JMarketingThe company--marketing, sales, product support, and product development--and its customers transfer knowledge and experience back and forth. As customers adopt the product, the firm modifies both the offering and the processes associated with making and selling it. The more a company learns about the sales process, the more efficient it becomes at selling, and the higher the sales yield. As the sales yield increases, the sales learning process u...Starting at €8.20
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A Perfect Fit? (Brief Case) (Spanish version)
Quelch, John A.; Girardi, PatriciaCase HBS-411S07MarketingClassic Knitwear manufactures and distributes casual apparel, either unbranded or under a private-label brand name. Partly because Classic has no brand recognition with consumers, gross margins are low. To improve margins, the company considers partnering via a licensing agreement with Guardian, a manufacturer of insect repellent that has developed superior repellent technology for clothing. Unlike Classic Knitwear, Guardian is a well-known and w...Starting at €8.20
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Classic Knitwear and Guardian: A Perfect Fit, Teaching Note
Quelch, John A.; Girardi, PatriciaTeaching Note HBS-4218-EMarketingTeaching Note for 4217.Starting at €0.00