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WEEK 5 DISCUSSION QUESTIONS
Cespedes, F. (2017). Magpie: Developing and using buyer personas. HBSP 818013-PDF-ENG. Boston, MA: HarvardBusiness School Publishing.
What is this case about? Provide a summary
Dubois, D., InYoung, C., Niessing, J., & Wee, J. (2016). Accorhotel and the digital transformation: Enriching experiencesthrough content strategies along the customer journey. W13279-PDF-ENG. Insead Publishing.
What is this case about? Provide a summary
Case: Garrick Oil
1. Create a profile of each Garrick salesperson in regard to their attitude, career stage, motivation, job performance, and potential future in the company.2. How should Wiley allocate territories to the four TSMs? Explain the reasoning behind your choice of territory allocation.
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