personal selling activities‚ and the marketing area. • To gain an understanding of the role of the sales force in achieving of the firm’s marketing objectives. • To develop an understanding of sales practices through the analysis of numerous case-based sales management issues‚ including hiring‚ firing‚ training‚ motivating‚ compensating‚ and evaluating sales personnel. • To develop decision-making skills and analytic capabilities around the development and management of both the sales
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Tiffany & Co - Case Write-Up 1) In what way(s) is Tiffany exposed to exchange-rate risk subsequent to its new distribution agreement with Mitsukoshi? How serious are these risks? 2) Should Tiffany actively manage its yen-dollar exchange-rate risk? Why or why not? 3) If Tiffany were to manage its exchange-rate risk activity‚ what would be the objectives of such a program? Specifically‚ what exposures should be actively managed? How much of these exposures should be covered‚ and
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Nestlé-Alcon Case Study Karol M. Klimczak Introduction Transactions between stock-listed companies allow us to verify our calculations of value. In this assignment you have the opportunity to use the skills and methods you learned in Value Based Management in a real company setting. This is an open-ended case study: there is a range of possible approaches to solving it‚ and all of them can be “right”. What is essential is that you use the calculations to substantiate your solution‚ make a
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provide a broader conceptual context. Cases form the core of many modules but we also include readings from Harvard Business Review‚ background notes‚ and other course materials. I. Overview of suggested content (HBS cases unless otherwise noted) Title 1. Module Overview Principles of Pricing (HBS note) and Colonial Homes Supplement: Marketing Analysis Toolkit: Pricing and Profitability Analysis (HBS note) 2. Behavioral Pricing Note on Behavioral Pricing (HBS note) and Tweeter etc. Alternative: Coca-Cola’s
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September 11 (Thursday) Chinese Multinationals Case: Haier: Taking a Chinese Company Global HBS Case 9-706-401 September 18 (Thursday) Russian Multinationals Guest Lecturer - Stav Fainshmidt Case: Gaz Group Russia: The Gazelle Light Commercial Truck; Ivey Case 9B13M104 September 25 (Thursday) TBD October 2 (Thursday) Indian Multinationals Case: House of Tata: Acquiring a Global Footprint HBS Case 9-708-446 October 9 (Thursday) Individual Company Analyses Due Case: The Indian Tiger Prowls in Africa: Bharti
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Conclusions 8 Product Portfolio against B.C.G Matrix: Question Marks Stars Market Growth Rate Diagnostics Services (Biggest Competitors Johnson & Johnson‚ Roche) Nutritional Products (Biggest competitor Nestle) Dogs Cash Cows Diabetes Care (Biggest Competitor Roche (Accu-Check) ] Pharmaceutical Products [Biggest Competitors GSK (Panadol)‚ Searle (Nuberol)] Relative Market Share Strategical Analysis: All the marketed products of “Abbott Laboratories”
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t@s$@ Harvard Business School 9-501-061 January 9‚2001 Abgenix and the XenoMouse Meet XenoMouse "Meet XenoMoussrl\4/’headlined the piece frorn the Abgenix information kit. (See Exhibit 1.) wortl-r meeting‚ XenoMouse was probably it. While Lee Majors played bionic rnan‚ Steven Austin‚ in the popular Six Milliott Dollar Man television series in the 1970s‚ XenoMouse could well be termed the "Three Billion Dollar Mouse." XenoMouse lived at Abgenix in Frernont‚ California‚ just across the Dunbarton
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Facts: The Negro plaintiffs in these cases were denied admission schools attended by the white children under the laws requiring or permitting segregation according to race. All the court adhered to the “separate but equal” doctrine and held that the plaintiffs were not admitted to the white schools (except for the plaintiff in the Delaware case). In the instant cases‚ the plaintiffs contend that segregated public schools are not “equal” and they are deprived of the equal protection of the laws.
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Pepsi Cola Products Philippines‚ Inc. (petitioner) v. Honorable Secretary of Labor (respondents) 1. Facts: a. June 1990: The Pepsi-Cola Employees Organization-UOEF (Union) filed a petition for certification election with the Med-Arbiter seeking to be the exclusive bargaining agent of supervisors of Pepsi-Cola Philippines‚ Inc. (PEPSI). i. Med-Arbiter granted this stating that PCEU-UOEF was an affiliate of Union de Obreros Estivadores de Filipinas (or the Federation) with two (2) rank and file
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| KONE CASE HBS Purpose of the Report KONE Aufzug’s elevator business was suffering from region-wide construction slumps‚ increased price competition‚ and margin erosion within the elevator industry. Their operating income was falling significantly and they projected to report after –tax income of zero earnings in the next year. Raimo Hatala‚ director of KONE Aufzug’s elevator business‚ knew he had to introduce a new product to revolutionize the elevator industry and increase KONE’s downward
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