Office Supplies for Entertainment World (B)
3 Pages Posted: 21 Oct 2008
There are 2 versions of this paper
Office Supplies for Entertainment World (B)
Darden Case No.: UVA-M-0720
Number of pages: 3
Posted: 21 Oct 2008
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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: 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
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