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Author Zerio, John, author

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]
copyright 2002
Online access available from:
International Business Online    View Resource Record  


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.
Tobacco industry -- Central America -- Case studies.
Genre/Form Case studies.
Form Electronic book
Author Thunderbird, The American Graduate School of International Management, publisher