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  • QP SDM Mid-Term

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    ayush singla
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    The mid-term exam for the Sales & Distribution Management course consists of 3 questions about the Cisco Systems case study worth 30 marks total. Question 1 requires analyzing the case using the 5Cs framework in 800 words or less. Question 2 asks about how Cisco's channels have evolved from the start of the company through the case year and why. This question also has an 800 word limit. Question 3 asks students to recommend how Cisco should distribute its VoIP products and explain the reasoning, considering alternatives like voice VARs, data VARs, or both. This final question is also limited to 800 words.

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    20200713 QP SDM Mid-Term

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    The mid-term exam for the Sales & Distribution Management course consists of 3 questions about the Cisco Systems case study worth 30 marks total. Question 1 requires analyzing the case using the 5Cs framework in 800 words or less. Question 2 asks about how Cisco's channels have evolved from the start of the company through the case year and why. This question also has an 800 word limit. Question 3 asks students to recommend how Cisco should distribute its VoIP products and explain the reasoning, considering alternatives like voice VARs, data VARs, or both. This final question is also limited to 800 words.

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    © All Rights Reserved
    Descărcați ca PDF, TXT sau citiți online pe Scribd
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    21 vizualizări1 pagină

    QP SDM Mid-Term

    Încărcat de

    ayush singla
    The mid-term exam for the Sales & Distribution Management course consists of 3 questions about the Cisco Systems case study worth 30 marks total. Question 1 requires analyzing the case using the 5Cs framework in 800 words or less. Question 2 asks about how Cisco's channels have evolved from the start of the company through the case year and why. This question also has an 800 word limit. Question 3 asks students to recommend how Cisco should distribute its VoIP products and explain the reasoning, considering alternatives like voice VARs, data VARs, or both. This final question is also limited to 800 words.

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    © All Rights Reserved
    Descărcați ca PDF, TXT sau citiți online pe Scribd
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    din 1

    Term4: Sales & Distribution Management (SDM): Mid-term

    Time Allowed: 3 hours Total Marks: 30

    Instructions:
    1. This paper is based on the following case: Cisco Systems: Managing the Go-to-Market
    Evolution (HBS # 9-519-105)
    2. All questions are compulsory.
    3. Answer each question within the word limit indicated.
    4. Answers beyond the word limit would not be considered.
    5. Each question carries 10 Marks.

    ______________________________________________________________________________

    Q. 1. Analyze the case using the 5Cs framework.


    (Word limit: 800 words)

    Q. 2. How have Cisco’s Channels evolved from the inception of the firm till the year in the
    case? Why have they evolved in that way?

    (Word limit: 800 words)

    Q. 3. How should Cisco distribute VoIP products? Why? (Alternatives: Through voice VARs;
    through data VARs; through both; any other channel).
    (Word limit: 800 words)

    ______________________________________________________________________________

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