Case Study

Fostering customer relationships (A): Erik Tamm’s perspective

4 pages
August 2008
Reference: IMD-3-1891

The two cases in this series show two sides of a sales meeting and describe in a vivid and colorful manner the challenges a new sales representative might face. It features Tamm, a newly appointed partner in an accounting firm and his quest to close his first deal in the Eastern European market. The other side of the story shows Tina Karu, who meets Tamm through a contact at her bank and reacts to his sales strategy and tactics.

Learning Objective

These two cases serve to show two sides of a sales meeting. One of the cases is presented as a cartoon and the other as a traditional written discussion. They can be used with participants who have little or no experience in client relations and who have recently had responsibility added to their portfolio. For example in accounting or law firms, new partners frequently find themselves in this type of situation.

Keywords
Sales Meeting, Service Excellence, Accounting
Settings
Europe
2007
Type
Published Sources
Copyright
© 2008
Available Languages
English
Case clearing houses
IMD case studies are distributed through case clearing houses. In order to browse the collection and purchase copies please visit the links below.

The Case Centre

Cranfield University

Wharley End Beds MK43 0JR, UK
Tel +44 (0)1234 750903
Email [email protected]

Harvard Business School Publishing

60 Harvard Way, Boston MA 02163, USA
Tel (800) 545-7685 Tel (617)-783-7600
Fax (617) 783-7666
Email [email protected]

Asia Pacific Case Center

NUCB Business School

1-3-1 Nishiki Naka
Nagoya Aichi, Japan 460-0003
Tel +81 52 20 38 111
Email [email protected]

Contact

Research Information & Knowledge Hub for additional information on IMD publications

Looking for something specific?
IMD's faculty and research teams publish articles, case studies, books and reports on a wide range of topics