學門類別
政大
哈佛
- General Management
- Marketing
- Entrepreneurship
- International Business
- Accounting
- Finance
- Operations Management
- Strategy
- Human Resource Management
- Social Enterprise
- Business Ethics
- Organizational Behavior
- Information Technology
- Negotiation
- Business & Government Relations
- Service Management
- Sales
- Economics
- Teaching & the Case Method
最新個案
- Leadership Imperatives in an AI World
- Vodafone Idea Merger - Unpacking IS Integration Strategies
- Predicting the Future Impacts of AI: McLuhan’s Tetrad Framework
- Snapchat’s Dilemma: Growth or Financial Sustainability
- V21 Landmarks Pvt. Ltd: Scaling Newer Heights in Real Estate Entrepreneurship
- Did I Just Cross the Line and Harass a Colleague?
- Winsol: An Opportunity For Solar Expansion
- Porsche Drive (B): Vehicle Subscription Strategy
- Porsche Drive (A) and (B): Student Spreadsheet
- TNT Assignment: Financial Ratio Code Cracker
-
Implementing Sales Force Automation at Quantum Technology
Ann Rothman, newly arrived Executive Vice President of Global Sales at Quantium Technology needs to address the challenges associated with Quantium's implementation of Siebel Sales, a sales force automation (SFA) software solution. Sales representatives were abandoning the system, sales managers were complaining that sales pipeline data in the system were not accurate, and the system did not appear to be increasing win rate or shortening the sales cycle as expected. Rothman needed to decide how to resolve the problems, which meant either fixing the system or abandoning the project altogether.