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商品編號： 9-503-021 出版日期： 2002/08/26 作者姓名： Deighton, John;Narayandas, Das 商品類別： Marketing 商品規格： 9p 再版日期： 2003/01/24 地域： Massachusetts;New York 產業： Banking and investment industry;Business consulting services 個案年度： 1998 - 1999
商品敘述：
How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel''s initial involvement to a challenge from competitor Oracle to the climax. The structure of Quick & Reilly''s buying center is mapped, as is the role of its parent, Fleet Bank. The fortunes of the sale rise and fall as the Siebel account manager faces one obstacle after another. Presented in three parts, with opportunities to debate the account manager''s choices and actions at each stage. Part 1 describes the start of the sale from the seller''s perspective.
涵蓋領域：
Web and mobile applications;Competitive strategy;Consumer behavior;Customer relationship management;IT management;Leadership;Marketing strategy;Organizational structure and design
相關資料：
, (9-504-087), 7p, by John Deighton, Das Narayandas
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