IESE (España)
-
¿Quiere facturar más? Venda de otra manera
Rackham, NeilArticle ART-2595MarketingMuchos creen que vender consiste en cantar las bondades de un producto como si fuéramos un folleto parlante. Pero una encuesta del autor revela que este método es el menos convincente. Los clientes quieren valor, por lo que los comerciales harían bien en incrementarlo en lugar de limitarse a comunicar. Según este experto en técnicas de venta, resolver los problemas de los clientes y aconsejarles en el plano estratégico son los enfoques con más po...Starting at €8.20
-
Benetton SpA 1991. Informe
Anderson, L.; Santomá, Javier; Sergi, R. A.; Tugend, R.Case F-577FinanceEl caso presenta un análisis financiero de Benetton SpA en 1951. Está basado en los informes financieros de Benetton y competidores, tales como The Limited y The Gap... El principal propósito del caso es favorecer un análisis más profundo del riesgo del negocio en la compañía. Pueden también deducirse las relaciones entre riesgo de negocio y riesgo financiero. (Also available in English).Starting at €8.20
-
Benetton SpA 1991. A report
Anderson, L.; Santomá, Javier; Sergi, R. A.; Tugend, R.Case F-577-EFinanceStarting at €8.20
-
Nike Europe
Joachimsthaler, Erich A.; Tugend, R.Case M-1009-EMarketingThe Nike success story of brand building and becoming the market leader in the worlwide athletic footwear industry has been told many times. Several books have been written on the subject. There are countless articles, reports and business school case studies that analyzed and dissected the Nike philosophy, culture business and marketing strategies.Starting at €8.20
-
To Increase Sales, Change the Way You Sell (Portuguese Version, Brazil)
Rackham, NeilArticle ART-2595-PBMarketingMany people think selling is about extolling product features, acting like some kind of talking brochure. Yet a survey of buyers reveals that approach to be the least convincing. Customers want value, so salespeople need to start creating it rather than merely communicating it. Solving problems for the customer and giving them strategic-level advice afford the most possibilities to create value, argues the author, an expert on successful, effecti...Starting at €8.20
-
To Increase Sales, Change the Way You Sell
Rackham, NeilArticle ART-2595-EMarketingMany people think selling is about extolling product features, acting like some kind of talking brochure. Yet a survey of buyers reveals that approach to be the least convincing. Customers want value, so salespeople need to start creating it rather than merely communicating it. Solving problems for the customer and giving them strategic-level advice afford the most possibilities to create value, argues the author, an expert on successful, effecti...Starting at €8.20