Wendy Peterson Case

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Wendy Peterson was recently appointed as VP of sales in the Plano, Texas, office of AccountBack, an accounting software and services company. Upon taking on this new role Wendy was presented with some aggressive sales target goals for the upcoming fiscal year. Wendy developed a plan that would help her branch exceed that goal, but she would need to venture into an untapped market. This particular market was very promising and catered mostly to the Asian community.
To penetrate the Asian market, Wendy hires Fred (Xing) Wu, who was an entrepreneur and was familiar with Chinese business leaders. Wu was born and raised in China, educated for 2 years in the U.S., and immigrated to the U.S. in 2005. Within 12 months of his joining, he had signed

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