Title BAT Central America / [prepared by professor John Zerio and MIM candidates Pablo Benitez and others]

Published Glendale, AZ : Thunderbird, The American Graduate School of International Management, ©2002

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International Business Online

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Description 1 online resource (24 pages) : illustrations Series International business online (text) Thunderbird case series Summary British American Tobacco-Central America is the cigarette market leader in the Central America region. Increasing competition from Philip Morris and RJR Tobacco Holdings, combined with deficient management of sales and marketing have contributed to a loss of market share in the years 1997 and 1998. The company has decided to implement an integrated, region-wide, sales force automation solution. The existing Telxon460-based system is no longer sufficient to support the complexity of customer relationships as merchandising and promotion activities demand a great deal more from the field sales personnel. Management is evaluating two PDA (Personal Digital Assistant) hardware products-Husky and HP Jornada--, and considering the necessary process changes to support the new Sales Force Automation tools Notes Thunderbird case number: A12-02-0011 Title from resource description page (viewed November 24, 2014) Bibliography Includes bibliographical references Notes In English Subject British American Tobacco Company -- Case studies SUBJECT British American Tobacco Company. fast (OCoLC)fst00752383 Subject Tobacco industry -- Central America -- Case studies Tobacco industry. Central America. Genre/Form Case studies. Form Electronic book Author Thunderbird, The American Graduate School of International Management.

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