read the case below and answer the following questions telcontar a lea

Read the case below and answer the following questions. Telcontar, a leading supplier of software and services for real-time location-based solutions has announced the appointment in May 2002 of Graham Page as Managing Director, Europe. Based in London, Page will be responsible for all European operations planned for the UK, Germany and other major countries. He will also be a member of the corporate executive management team, located in California, USA. Telcontar provides software and integration services to providers of location-based applications including vehicle telematics systems, wired Internet solutions, wireless Internet and cell phone applications. The location-based services supplied range from driving directions, real-time traffic data and maps. Telcontars map management software and multi-dimensional spatial data access products allow location-based service providers to integrate digital maps with traditional database content drawn from multiple services. This provides fast accurate access to comprehensive map and data services. Page has a strong background of general management including sales, marketing, implementation and support of application software throughout Europe. Previous roles include Vice President, Europe, at both Sherpa Corporation and ASK Computer Systems and Managing Director at Numetrix. In each case, Page was responsible for restructuring and building successful, profitable operations. The demand for location-based information is immense and increasing all the time, particularly in the wireless and telematics sectors. Telcontar has the leading technology platform for providing these services. Page commented: We are looking forward to setting up the European operation for Telcontars products and services in what is going to be a fast moving and dynamic market. We already have several significant deals with high profile organizations in the pipeline, so watch this space! Telcontar is the provider of the premier software platform for location-based services. Telcontars clients use its Drill Down Server (to offer their own customers such services as driving directions, real-time traffic information and maps). Telcontars services are also used by vehicular or personal emergency response call centers as well as for fleet tracking and dispatch. The company specializes in integrating digital maps with traditional database content drawn from multiple sources. In March 2001, Telcontar secured $US23.5 million of second round funding from a consortium of companies led by Ford Motor Company. Telcontar is privately owned and headquartered in San Jose, California with field offices in Los Angeles, Dallas and the United Kingdom. Telcontar and Drill Down Server are trademarks of Telcontar. QUESTIONS 1. Do you feel that Pages background in sales and marketing is the right kind of experience for this type of new venture? Might not a more technical background be more appropriate? 2. Pages immediate task is to recruit members for the sales team. Advise Page as to the type of salespersons he should be looking for.

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