Search results
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Intelligence partners: El proceso de ventas
Vila, VictorianoCase M-1315MarketingLos directivos de la compañía Intelligence Partners (IP) se cuestionan si el seguimiento que están haciendo actualmente de los clientes potenciales es adecuado y acorde con los recursos de los que disponen. Analizan con detalle su proceso de ventas con el objetivo de establecer criterios de mejora.Starting at €8.20
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Elizabeth Arden: Executing Global Supply Chain Re-engineering - Teaching Note
David Wood; Norman GaoTeaching Note IVEY-8B13D017-EService and Operations Management, StrategyTeaching note for product 9B13D017.Starting at €0.00
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Self-Diagnosis (A): Business Development at My Professional Service Firm
Villanueva, Julian; Vila, VictorianoCase MQ-1-EMarketingStarting at €8.20
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Clifford Chance Spain
Villanueva, Julian; Vila, VictorianoCase M-1353-ELeadership and People Management, Service and Operations Management, StrategyIn October 2016, Jaime Velázquez, managing partner of Clifford Chance in Spain ("CC"), was preparing for the monthly partners meeting. Although the firm had managed to successfully navigate the severe economic crisis and was now seeing solid growth, many dark clouds were approaching for the Spanish economy. For starters, the country had been without a government for almost a full year, after the political deadlock resulting from the second genera...Starting at €8.20
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Self-Diagnosis (B): The Sales Process at My Professional Service Firm
Villanueva, Julian; Vila, VictorianoCase MQ-2-EMarketingStarting at €5.74
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Vodafone España y su plan de grandes cuentas (A)
Ayala, Ignacio; Vila, Victoriano; Villanueva, JulianCase M-1191MarketingEl caso describe el programa de grandes cuentas globales de Vodafone y los principales problemas que se plantean en su implementación.Starting at €8.20
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Sinpasa (A)
Pons, J. M.; Segarra, José Antonio; Vila, VictorianoCase M-1016MarketingEl nuevo jefe de ventas de la zona norte de España de una empresa de suministros de papelería técnica se plantea cómo preparar su entrada a la vista de unos pobres resultados.Starting at €8.20
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Eagel, S.A.: La búsqueda del valor añadido
Miranda, E.; Nueno, José Luis; Vila, VictorianoCase M-903MarketingEn el verano de 1992, José Mª Julià, director general de Eagle, un VAR de Hewlett Packard, se plantea qué medidas adoptar para responder a la cada vez acuciante redistribución del valor añadido por parte de ese fabricante de ordenadores.Starting at €8.20
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Air Canada - Risk Management
David Wood; Craig DunbarCase IVEY-9B10N037-EFinance, StrategyThe chief executive officer (CEO) of Air Canada was reviewing the company's risk management program with the intent to suggest changes to the policy. Risk management was a topic all corporate boards were dedicating time to since the financial collapse of 2008, and boards had come to realize that hard questions needed to be asked about the source of risk, how it was disclosed, how it was to be accounted for and how it was managed. The CEO knew tha...Starting at €8.20
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Target Corporation: The Canadian Decision
David Wood; Tarika MenezesCase IVEY-9B15M057-EStrategyOn December 29, 2014, the recently appointed chief executive officer of Target Corporation, headquartered in Minneapolis, Minnesota, needs to make a difficult decision about the company’s Canadian operations. After the launch of 133 stores since 2013, Target Canada has been plagued with operational challenges, poor sales and intensifying competition and has reported deep losses amounting to over $1.36 billion. Should the company stay in Canada kn...Starting at €8.20