Fostering Customer Relationships (B): Tina Karu’s Perspective Harvard Case Solution & Analysis

IMD-3-1892 © 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. Knowing Objectives: These 2 cases serve to reveal 2 sides of a sales conference.

Among the cases exists as a cartoon and the other as a conventional written conversation. They can be utilized with individuals who have little or no experience in customer relations and who have actually just recently had obligation contributed to their portfolio. In accounting or law companies, brand-new partners often discover themselves in this type of circumstance.

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

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Fostering Customer Relationships (B): Tina Karu’s Perspective

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