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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Building a 'Grand' Style: The John F. Kennedy's Experience
Leggett, Brian O'Connor; Salvia, A.Case DPO-103-EBusiness Ethics and Corporate Social Responsibility, Leadership and People ManagementThe Kennedy case is about how someone who was uneasy speaking in public became one of the best-remembered political orators of the 20th century. Kennedy worked hard to develop his oratorical abilities, while learning to turn controversy to advantage and polishing his networking skills. The case also deals with the advent of TV debates and audience management. Finally, it looks at examples of Kennedy's grand style: his inaugural address and his Be...Starting at €8.20
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Mr. Smith Goes to Washington
Leggett, Brian O'ConnorCase DPO-70-ELeadership and People ManagementFrank Capra's Oscar-winning film Mr. Smith Goes to Washington, made over sixty-five years ago, is one of the great classics of the film world. Like all great classics, whether on screen or in print, it is the underlying theme that gives it its longevity. It is not the actors, the special effects, the music or even the story that makes it special. It is special because it raises an issue that bothers us all: It is about integrity in politics; it i...Starting at €8.20
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Freixenet, S.A.
Martínez, Jon; Segarra, José AntonioCase M-757MarketingLa dirección general de Freixenet, S.A., el mayor productor y exportador de cava del mundo, se plantea la decisión de compra de la marca Henri Abele -una de las cinco marcas más antiguas de Francia- como consolidación a su estrategia de penetración internacional.Starting at €8.20
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Ronald Reagan: A Story telling style: 40th President of the United States
Leggett, Brian O'ConnorCase DPO-127-ELeadership and People Management, MarketingFormer actor Ronald Reagan, the U.S. president from 1981 to 1989, put his own stamp on presidential communication by harnessing the power of television broadcasting. He was a charming grand-style deliberate speaker, with a more intimate and personal style than John F. Kennedy and Barack Obama, with their Ciceronian style of oratory. Reagan was a conviction speaker with a storytelling manner who appeared to link up personally with his audience.Starting at €8.20
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Profile of a Negotiator: Lyndon Johnson: 36th President of the United States
Leggett, Brian O'ConnorCase DPO-128-ELeadership and People ManagementThe quote ¿Come now, and let us reason together¿ comes from Isaiah 1:18 and perhaps best sums up what we can describe as Lyndon B. Johnson¿s own very special interpersonal communication style. It was about negotiating or reasoning together. The ability to use the language of negotiation is of great benefit to everyone and, more especially, to those in business and politics. It is a set of skills and attitudes that differ from those needed by the ...Starting at €8.20