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商品編號： 9-396-371 出版日期： 1996/05/23 作者姓名： Nanda, Ashish 商品類別： General management 商品規格： 9p 再版日期： 2018/11/09 地域： Minnesota 產業： Scientific and technical services 個案年度： 1993 - 1993
商品敘述：
By 1993, Ecolab has established a dominant market position in the institutional cleaning industry. As the company''s principal competitor, Diversify, drives sales aggressively, Ecolab president Al Schuman faces a choice about how best to market Ecolab''s offerings. Should Ecolab''s sales personnel continue to focus on building relationships first and worrying about numbers only later? Or has the time come to change the firm''s approach? Even as Schuman focuses on this choice, there are some faint rumblings of internal dissension.
涵蓋領域：
Customer relationship management;Employee retention;Marketing strategy;Risk management
相關資料：
Case Teaching Note, (5-397-103), 15p, by Ashish Nanda;Video Supplement, (9-397-507), 0p, by ecolab, Inc.
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