Scholarship recipient: Mathew Isaac

Recipient

Mathew Isaac, Associate Professor
Seattle University Albers School of Business and Economics

Date of scholarship award

September 2016

Case working title

Driving Sales Success at Cars.com: The Impact of Sales Team Size and Geographic Deployment on Profitability and Growth

Matt Isaac

‘It is an honour to receive this scholarship from The Case Centre. I am a major proponent of the case method, and I use business cases in all the courses I teach at both the undergraduate and graduate levels. Receiving this scholarship not only gives me the opportunity to write my first case, but also to get training and feedback from expert case writers throughout the entire process.

‘The case that I intend to write relates to sales force sizing and territory alignment, which are topics with which many companies struggle and often do not address using a systematic or thoughtful approach. Given that relatively few existing cases focus on these important sales management decisions, I hope that my published case will help close an important gap that currently exists in marketing and sales management instruction.’ 

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