Daniel L Grenblad

Stockholm School of Economics

Box 6501

Stockholm, Stockholm 113 83

Sweden

http://www.grenblad.com/

SCHOLARLY PAPERS

3

DOWNLOADS

158

SSRN CITATIONS

0

CROSSREF CITATIONS

0

Scholarly Papers (3)

1.

A Tough Sell in Sales Management (C)

Darden Case No. UVA-M-0741
Number of pages: 2 Posted: 21 Oct 2008
Gerry Yemen and Daniel L Grenblad
University of Virginia - Darden School of Business and Stockholm School of Economics
Downloads 72 (324,218)

Abstract:

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consumer behavior, consumer marketing, customer relations

2.

A Tough Sell in Sales Management (a)

Darden Case No. UVA-M-0739
Number of pages: 3 Posted: 21 Oct 2008
Gerry Yemen and Daniel L Grenblad
University of Virginia - Darden School of Business and Stockholm School of Economics
Downloads 44 (409,422)
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As a manager of a global subsidiary, how skilled should you be in predicting a customer's behavior? Larry Swartz, country manager at Genua in Sweden AB, an IT services company, and one of his sales people were awaiting a promised fax about a sweet deal he

3.

A Tough Sell in Sales Management (B)

Darden Case No. UVA-M-0740
Number of pages: 4 Posted: 21 Oct 2008
Gerry Yemen and Daniel L Grenblad
University of Virginia - Darden School of Business and Stockholm School of Economics
Downloads 42 (416,908)

Abstract:

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consumer behavior, consumer marketing, customer relations