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Janalakshmi Financial Services' HR Dilemma (Spanish Version)
Chung, Doug J.; Kak, RadhikaCase HBS-517S14MarketingV. S. Radhakrishan, CEO de Janalakshmi Servicios Financieros, una de las mayores organizaciones de microfinanzas urbana de la India, se enfrenta a un dilema HR. La fuerza de ventas en la mayor división de JFS, al por menor de Servicios Financieros, que se centró en la distribución de pequeños préstamos basados en el grupo, estaba experimentando disminución de la productividad y una alta y por encima del mercado tasa de desgaste. Radhakrishnan s...Starting at €8.20
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Sales Force Management at Nobel Ilac (Spanish version)
Chung, Doug J.; Yucaoglu, GamzeCase HBS-520S19Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy-more specifically, a customer segmentation plan-whereby the sales force had begun to use data to determine their call plans. As a result, it had improved sales performance, and its previously negative EBITDA had reached double-digit positive figur...Starting at €8.20
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Roush Performance: How to Design a Sales Force Compensation Plan (Spanish version)
Chung, Doug J.Case HBS-520S02Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket automotive performance parts. Since its inception, Roush Performance had focused on building its engineering technology competency and diversifying its product portfolio to grow sales. Many of its engineers were proud to be on the forefront of technological innovations with the company. In contrast, Roush's marketing and sales divisions had ...Starting at €8.20
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ANA (A) (Spanish Version)
Chung, Doug J.; Yamazaki, MayukaCase HBS-517S09MarketingStarting at €8.20
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ANA (B) (Spanish Version)
Chung, Doug J.; Yamazaki, MayukaCase HBS-517S10MarketingStarting at €5.74