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Case Study Four

In: Managing Politics at Work

Author

Listed:
  • Aryanne Oade

    (Oade Associates Limited)

Abstract

This case study is set in an advertising company in Milan, Italy. Two salespeople, Achille and Caterina, have just won a large account for their company. The account is with a new entrant into the lucrative washing powder market, and Achille and Caterina are delighted with their success and the sales bonuses they now stand to make. They worked hard for many months to come out on top in the tender process. During their formal and informal presentations to their client’s Board members they demonstrated imagination, attention to detail and, crucially, told their clients that work will start on their account immediately should they win the bid process.

Suggested Citation

  • Aryanne Oade, 2009. "Case Study Four," Palgrave Macmillan Books, in: Managing Politics at Work, chapter 0, pages 121-129, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-23959-3_9
    DOI: 10.1057/9780230239593_9
    as

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