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Dirección Estratégica

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    • Caso / Dirección Estratégica

    • Sarah and the 100.000$ deal (A)

    • Bunse, Simone

    • INCAE (Costa Rica - Nicaragua)

Sigla: INCAE-0092-E
Resumen:
The case tells the story of 33 year old Director of Sales and Marketing, Sarah, who is about to close the biggest sales deal between her company (the radio station 2020) and the car dealer ?High Speed?. Even though the outlines of the proposal had been discussed for months, there had been broad agreement and mutual interest in the deal, and she had developed a cordial relationship with the client, the negotiation does not go as planned. Sarah finds herself alone with three hostile negotiators who are attacking her proposal and authority as sales director. How should she react?

Palabras clave:  Diversification; Sales & Marketing; Emerging Markets; Women; Women in business; negocio
Áreas:  Strategy
Departamento:  Dirección Estratégica
Año de los hechos: 2006 Área geográfica: América Latina
Nº de páginas: 4 Fecha de publicación: 31/12/2006 Fecha de revisión: N/A Idioma: Inglés
Material complementario: INCAE-0086-E
Nota del instructor:


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