On an autumn day in September 2003, Robert Swanborough made its way down the thick carpet in the hallway Purolator headquarters in Toronto, Canada, for a meeting with his two deputies. A few months ago, Swanborough, and then vice president of marketing, has been appointed vice president of sales effectiveness at the top of converted sales. Last week, the team was represented by top management customer segmentation study that Swanborough contracted while in marketing. The study found that customers are willing to pay more for services that Purolator was or could potentially provide. New Effective sales planned .... "Hide
by Rajiv Lal, Katharine Ross Source: Harvard Business School 32 pages. Publication Date: Mar 06, 2008. Prod. #: 508054-PDF-ENG
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