Michael Casaburi

Rank Xerox (C): The Success of Telesales (Condensed)

By  Gabriel Szulanski,  Michael Casaburi
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Carlos obtained Fournier’s approval to implement “Telesales” (i.e., Carlos’s renamed version of Dubai’s Telemarketing). Telesales was successful within a year of launch. Success factors were: project’s IT aspect; salespeople’s acceptance of using computers; salespeople not resisting potential added control of Telesales; and offering of a complete package.

    Published 30 Jun 2004

    Reference 5138

    Topic Strategy

    Industry Computer Hardware

    Region Europe

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    Rank Xerox (C): The Success of Telesales (Condensed)

    Add to cart
    Carlos obtained Fournier’s approval to implement “Telesales” (i.e., Carlos’s renamed version of Dubai’s Telemarketing). Telesales was successful within a year of launch. Success factors were: project’s IT aspect; salespeople’s acceptance of using computers; salespeople not resisting potential added control of Telesales; and offering of a complete package.
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      Rank Xerox (B): Is "Telemarketing" the Answer? (Condensed)

      By  Gabriel Szulanski,  Michael Casaburi
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      Fournier rejected Carlos’ request to re-implement Wave II. Carlos visited Colombia and Dubai to determine whether to apply their telephone selling approach (“Telemarketing”) elsewhere. Carlos had to decide whether to tell Fournier of Dubai’s revolutionary tool that could transform Rank Xerox’s sales operations or put the idea aside.

        Published 30 Mar 2004

        Reference 5138

        Topic Strategy

        Industry Computer Hardware

        Region Europe

        View case

        Rank Xerox (B): Is "Telemarketing" the Answer? (Condensed)

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        Fournier rejected Carlos’ request to re-implement Wave II. Carlos visited Colombia and Dubai to determine whether to apply their telephone selling approach (“Telemarketing”) elsewhere. Carlos had to decide whether to tell Fournier of Dubai’s revolutionary tool that could transform Rank Xerox’s sales operations or put the idea aside.
          View case

          Rank Xerox (B) : Is "Telemarketing" the Answer?

          By  Gabriel Szulanski,  Michael Casaburi
          Add to cart
          Fournier rejected Carlos’ request to re-implement Wave II. Carlos visited Colombia and Dubai to determine whether to apply their telephone selling approach (“Telemarketing”) elsewhere. Carlos had to decide whether to tell Fournier of Dubai’s revolutionary tool that could transform Rank Xerox’s sales operations or put the idea aside.

            Published 03 Jan 2004

            Reference 5138

            Topic Strategy

            Industry Computer Hardware

            Region Europe

            View case

            Rank Xerox (B) : Is "Telemarketing" the Answer?

            Add to cart
            Fournier rejected Carlos’ request to re-implement Wave II. Carlos visited Colombia and Dubai to determine whether to apply their telephone selling approach (“Telemarketing”) elsewhere. Carlos had to decide whether to tell Fournier of Dubai’s revolutionary tool that could transform Rank Xerox’s sales operations or put the idea aside.
              View case

              Rank Xerox (C): The Success of Telesales

              By  Gabriel Szulanski,  Michael Casaburi
              Add to cart
              Carlos obtained Fournier’s approval to implement “Telesales” (i.e., Carlos’s renamed version of Dubai’s Telemarketing). Telesales was successful within a year of launch. Success factors were: project’s IT aspect; salespeople’s acceptance of using computers; salespeople not resisting potential added control of Telesales; and offering of a complete package.

                Published 03 Jan 2004

                Reference 5138

                Topic Strategy

                Industry Computer Hardware

                Region Europe

                View case

                Rank Xerox (C): The Success of Telesales

                Add to cart
                Carlos obtained Fournier’s approval to implement “Telesales” (i.e., Carlos’s renamed version of Dubai’s Telemarketing). Telesales was successful within a year of launch. Success factors were: project’s IT aspect; salespeople’s acceptance of using computers; salespeople not resisting potential added control of Telesales; and offering of a complete package.
                  View case