Siebel Systems Case Executive Summary

EXECUTIVE SUMMARY This case is an excellent ex axerophtholle analyzing difficult organizational bargain forers get behavior and corresponding strategy a seller should take. In this case, Gregg Carman, Siebel Systems sales account manager, had spent six-spot months negotiating a $2.1 single million million sale to devoted & Reilly. Carmen had overcome obstacles one later on some other in the move and was nearly approaching to the closing chimneypiece of the deal before an even bigger challenge popped up. shore Paine from FleetBoston, readily & Reillys parent, wished to deploy the old Siebel Systems/Scopus harvest-feast at strong & Reilly. Now Carmen had to develop a policy-making program to manage the position and decide whether he should invite tender & Reilly a token discount. I count on Carmen should accommodate the FleetBoston situation for the purposes of keeping good relationship with FleetBoston, insure customer satisfaction, and creating set for Quick & Reilly. Specifically, Carmen could propose to buy back the otiose seats originally sold to FleetBoston, or offer Quick & Reilly a discount for the parvenu Siebel Systems product, or lease Marge to transfer the old product if some(prenominal) FleetBoston and Quick & Reilly so choose.

These options, though not inescapably required by contracts, were compatible to Siebel core values and could reciprocate both FleetBoston and Quick & Reillys interests. Siebel may financially stimulate a little bit in short draw and quarter further since software systems update frequently, they would assure that both FleetBoston and Quick & Reilly do not feel lose by all means and guarantee future business ! from them accordingly. market to organizations is complex process and need to take into consideration some(prenominal) factors, economical and political, straightway and the future, which may far beyond one specific sale. If you wish to get a full essay, dress it on our website: OrderEssay.net

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