Fostering Customer Relationships (A): Erik Tamm’s Perspective Harvard Case Solution & Analysis

IMD-3-1891 © 2008
Nie, Winter; Leger, Katarina

The 2 cases in this series reveal 2 sides of a sales conference and explain in a vibrant and brilliant way the obstacles a brand-new sales agent may deal with. It includes Tamm, a recently selected partner in an accounting company and his pursuit to close his very first handle the Eastern European market.

The other side of the story reveals Tina Karu, who satisfies Tamm through a contact at her bank and responds to his sales technique and techniques. Knowing goals: These 2 cases serve to reveal 2 sides of a sales conference.

Subjects: Sales meeting; Service excellence
Settings: Europe; Accounting; 2007

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Fostering Customer Relationships (A): Erik Tamm’s Perspective

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