Office Supplies for Entertainment World (B)

3 Pages Posted: 21 Oct 2008

See all articles by Tom Cross

Tom Cross

University of Virginia - Darden School of Business

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Abstract

Global Paper is a major player in the worldwide office-products market. It has served Entertainment World, a West Coast business, for many years. Entertainment World has issued an RFP for a global supply of its office products, asking for a proposal with maximum mutual partnership benefits. How should Global Paper respond to this request? This case is part of a series of cases on value-based selling. The A case (UVA-M-0719) provides the background. The B case provides the value mapping and value proposition.

Keywords: marketing, selling

Suggested Citation

Cross, Tom, Office Supplies for Entertainment World (B). Darden Case No. UVA-M-0720, Available at SSRN: https://ssrn.com/abstract=1280619 or http://dx.doi.org/10.2139/ssrn.1280619

Tom Cross (Contact Author)

University of Virginia - Darden School of Business

P.O. Box 6550
Charlottesville, VA 22906-6550
United States

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