Close Encounters of the Four Kinds: Managing Customers in a Rapidly Changing Environment Harvard Case Solution & Analysis

Describes four types of sales: 1) the transaction, 2) systems, 3) the basic management accounting, and 4) strategic relations account. Explains the advantages, disadvantages and risks of each. The second half is devoted to the discussion of strategic account relationships that embody the importance, intimacy, and durability for the vending machines and buy companies. "Hide
by Benson P. Shapiro, 23 pages. Publication Date: August 29, 1988. Prod. #: 589015-PDF-ENG

Share This

SALE SALE

Save Up To

30%

IN ONLINE CASE STUDY

FOR FREE CASES AND PROJECTS INCLUDING EXCITING DEALS PLEASE REGISTER YOURSELF !!

Register now and save up to 30%.