Reality Selling Video Case Problem—Alim Hirani/Hilti Corporation
The global construction industry is a lucrative market, with customer needs ranging from measuring products to sophisticated construction solutions. Hilti Corporation, the company featured at the beginning of this chapter, provides its customers around the world with leading-edge construction products and services with outstanding added value. Hilti prides itself for its direct sales model, which allows its salespeople and service teams to work directly with and for the customers. ...
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