Siebel Systems Case Executive Summary
Date Submitted: 09/09/2006 23:48:58
Category: / Business & Economy / Marketing and Advertising
Length: 1 pages (286 words)
Category: / Business & Economy / Marketing and Advertising
Length: 1 pages (286 words)
EXECUTIVE SUMMARY
This case is an excellent example analyzing complex organizational buyers' purchasing behavior and corresponding strategy a seller should take. In this case, Gregg Carman, Siebel Systems sales account manager, had spent six months negotiating a $2.1 million sale to Quick & Reilly. Carmen had overcome obstacles one after another in the process and was nearly approaching to the end of the deal before an even bigger challenge popped up. Marge Paine from FleetBoston, …
Is this Essay helpful? Join now to read this particular paper
and access over 480,000 just like this GET BETTER GRADES
and access over 480,000 just like this GET BETTER GRADES
…and Quick & Reilly's interests. Siebel may financially suffer a little bit in short run but since software systems update frequently, they would assure that both FleetBoston and Quick & Reilly do not feel lose by any means and guarantee future business from them accordingly.
Marketing to organizations is complex process and need to take into consideration many factors, economical and political, now and the future, which may far beyond one specific sale.
Need a custom written paper? Let our professional writers save your time.