A
For example, a case study relating to Xerox Corporation was discussed in one of the ISB classes, which was held by Kellogg School professor Mohanbir Sawhney. Sumantra learnt how Xerox had followed a uniquely different pricing plan for a new line of printers that were not exactly selling like hot cakes in the marketplace at first. The pricing plan had clicked for Xerox and when Sumantra applied it to his business, it worked too. The result: his annual revenues jumped by 169 per cent instantly. With about 40 employees, Sumantra’s next aim is to set up shop in the US.
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