Alberto Montes, salesman for Cosma & Cie., an Argentinian telecommunications company, is preparing to meet a key Bolivian customer to conclude a major deal that would allow him to collect a $20,000 bonus and meet his sales target for the year. Question: How well prepared is Alberto Montes to conclude the deal successfully?
IMD retains all proprietary interests in its case studies and notes. Without prior written permission, IMD cases and notes may not be reproduced, used, translated, included in books or other publications, distributed in any form or by any means, stored in a database or in other retrieval systems. For additional copyright information related to case studies, please contact Case Services.
Research Information & Knowledge Hub for additional information on IMD publications