Oct. 24 8:40 - 11:50 Managing Channels in China
[VGP] Ch.12 Case: Degussa China
Oct. 22 8:40 - 11:50 Key Account Management
Lynette J. Ryals, Beth Rogers: Holding up the mirror: The impact of strategic procurement practices on account management
Case: ABB and Caterpillar
Guest Speaker: Andreas Sachse Key Account Management at Voith
Oct. 19 8:40 - 11:50 Value-Based Pricing
[VGP] Ch.10 Case: The Mother of all Price Battles
Case: Trilogy Corporation
Global Pricing Strategies for Business Markets [JHS] Ch. 7 & 9
Case: Texas Instrument, Global Pricing
Oct. 17 8:40 - 11:50 Global Sourcing
Achieving Excellence in Global Sourcing
Case: Le & Fung 2006
Pricing Innovations
[JHS] Ch. 7 & 9
Case: Iso-Mix
Oct. 15 8:40 - 11:50 Sales Force Management
Sales Force Management Supercharge Your Sales Force
Case: Nutricia Middle East Measuring Sales Force Effectiveness,
Case: Sales Force Integration at FEDEX
[VGP] Ch.11,
Oct. 12 8:40 - 11:50 How Organizations Buy
Cases: Diprod and Big Account Management at Dell China
[JHS] Ch. 3 & 5
Case Questions:
DIPROD
1. Evaluate DIPROD’s purchasing objectives and the firm’s policies with respect to its suppliers. What would be your recommendation as to the possible change? Support your recommendation.
2. If you were Brent Miller, what would you decide with respect to the Hexonic contract award? Support your decision.
3. What are the key points that each supplier might make in support of its bid? Explain the Rationale for them
Big Account Management at Dell China Attach:dellchina.pdf
1) Describe Dell’s marketing efforts in China. How did they segment the market?
2) What is the structure of Dell sales management in China?
3) Evaluate the RAD tool: What option does it open up for the company and the sales team?
4) Apply the 4 step approach for another industry/company.
5) Can you recommend other ways for big account management?
Oct. 10 8:40 - 11:50 Segmentation & Customers’ Willingness to Pay
Case: Alto Chemical Europe Case: Husky Injection Molding Systems
[VGP] Ch. 7 [JHS] Ch. 2 & 5
