Analyze the casePlease read case 3 starts from page 338 to 343 (The book is attatached)I have attached an example…..Just follow itAnd this is a brief explanation of the case and what should contain….1. Problem Statement2. Situation Analysis – 5C’s3. Alternatives4. Recommendation5. Implementation2. The situation analysis is like that:Company:Competitive advantageProduct/market positionFirm strategy & cultureSales processSales structure, skills, compensationImplementation & evaluationCustomers:Buying process/cycleBenefits sought/neededCompetitors:Same as companyCollaborators:Competitive advantageComplementary benefit propositionContext:CultureLegal/politicalTechnology
kic_document_0001__3___1_.pdf

example_case_1.pdf

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2015
Avaya Case
GLOBAL SALES MANAGEMENT
RICARDO CASTRO
Professor Gonzalez | Thunderbird School of Global Management
Appendix 1
Appendix 2
Global Maerketing Operations
Buying
Process
Strategy &
initiatives
Needs and
requirements
Marketing
Integrated
Mktg
Impresions
Joint
Sales
Feed
Marketing
Joint
Evaluate
options
Feed
Sales
Sales and
indirect
partners
Resolve any
issues
Negotiate
Implement
Asses
solution
Select
agreements
solutions
outcomes
Learn
Learn
Managers
Learn
Joint
Sales
Overlay sales
force
Managers
workforce
Sales
workforce
Joint
Areas involved:
Marketing Organization
Integrated Marketing
Global Maerketing Operations
Regional Marketing
Global Sales Enablement
Marketing Funnel
Impressions
Solicits
Responders
Leads
Implementation Goal
The Buying Process
SalesFunnel Demand Generation
Leads
Develop a business strategy and define initiativesQualified Leads
Determine needs and requierements
Proposal
Evaluate options
Pre-contract
Select soluctions and evaluate risk
Close Sales
Resolve issues and concerns
Negotiate agreements
Implement solution and asses outcomes
Initiatives
Indirect partners
mkgt must work withsales Overlay sales force
Part of the analysis:

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