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Case Study

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

By Winter Nie and Katarina Leger

4 pages

August 2008

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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.

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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

Available Languages

English

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