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.
Full Text 
Sign-in/Register to access full text options
Sign-in/Register to access full text options 
Published version (
Free)
Free) 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a call
