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Sales Force Management at Nobel Ilac, Teaching Note
Chung, Doug J.Teaching Note HBS-520057-EMarketingTeaching note for case 519067.Starting at €0.00
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Global Health Partner: Obesity Care
Porter, Michael E.; Yasin, Zayed M.; Baron, Jennifer F.Case HBS-709494-EStrategyGlobal Health Partner was founded in 2006 as a privately owned health care provider in Sweden serving both public and private paying patients. In contrast to most providers in the country, GHP organized around specific service lines where it saw the potential to provide the most value. This case details the GHP approach to both Spine Care and Obesity Care demonstrating the power of specialization for quality improvement as a basis for competitive...Starting at €8.20
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Global Health Partner: Obesity Care, Teaching Note
Porter, Michael E.; Yasin, Zayed M.; Baron, Jennifer F.Teaching Note HBS-710431-EStrategyTeaching Note for [709494].Starting at €0.00
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Sales Force Management at Nobel Ilac
Chung, Doug J.; Yucaoglu, GamzeCase HBS-519067-EMarketing1) growth was not as high as desired; and 2) the sales force's voluntary turnover was very high. Given that the sales force was the only go-to-market channel, Nobel needed to do something to reduce employee turnover without affecting the positive trend in sales and profits. For many industries, personal selling is the primary and sometimes the only way that a firm can go to market. Hence, properly managing the sales force is a key to a firm's su...Starting at €8.20