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Complete Case details are given below :
Case Name : Mediquip S.A.
Authors : Kamran Kashani
Discipline : Marketing
Case Length : 09 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Describes the selling activities of a sales engineer with respect to a key account. The loss of the order for a CT scanner provides the background for analyzing the dynamics of the buying situation and the salesman's handling of it. The issues raised are: Who are the cast of characters influencing the buying decision? What seems to motivate them? What sales strategy would be appropriate? This is a revised version of an earlier case.
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