MINI USA: Finding a New Advertising Agency (A), Spanish Version Harvard Case Solution & Analysis

Color cases should be printed in color to optimize their effectiveness. Selling an intangible like marketing services is a hard undertaking. The initial step is to understand how brands purchase these services. What are they looking for? How do they go about assessing things like creativity, trust, and loyalty? This set of cases puts the students into the functions of the seller (an advertising agency named Butler, Shine, Stern and partners) and the buyer (MINI USA) and asks them to develop a sales strategy for marketing services.

As summarized in the (B) case, the service developed an intriguing and original approach to assessing the intangibles and students are requested to react to it from a sales perspective and to try to generalize the strategy to other sales domains.

PUBLICATION DATE: December 07, 2007 PRODUCT #: 512S03-HCC-SPA

MINI USA Finding a New Advertising Agency (A), Spanish Version Case Study Solution

This is just an excerpt. This case is about SALES & MARKETING

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MINI USA: Finding a New Advertising Agency (A), Spanish Version

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