Case study
Reference: IMD-5-0752
Order this case studyValue selling at SKF Service (B): Facing a tough buyer
Keywords | Channel Conflict, Commoditization, Industrial Distribution, Industrial Marketing, Industrial Selling, Key Account Management, Marketing, Negotiation, Reverse Auction, Value Pricing |
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Settings |
Global Contemporary |
Type | Field Research |
Copyright | ©2009 |
Available Languages | English, Spanish |
Reference: IMD-5-0752
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Case study
Reference: IMD-5-0752
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Value selling at SKF Service (A): Tough buyer confronts strategy