Product details

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Subject category: Marketing
Authors: June Cotte; Alan Yang
Published by: Ivey Publishing
Originally published in: 2002
Version: 2003-02-25
Length: 19 pages
Data source: Generalised experience

Abstract

Worldwide Equipment Ltd is one of the world''s largest manufacturers of heating, ventilating and air conditioning equipment. The Beijing regional sales manager has just heard that the sales performance of his office ranked the lowest among the sales offices in China. The sales Beijing force will not receive their year-end bonus unless the situation can be turned around quickly. He must determine whether the sales management process or a recent new hire on the sales force, whose hiring was strongly suggested by the manager''s boss, are to blame for the poor sales performance and how to keep the situation from recurring.
Location:
Size:
Large
Other setting(s):
2001

About

Abstract

Worldwide Equipment Ltd is one of the world''s largest manufacturers of heating, ventilating and air conditioning equipment. The Beijing regional sales manager has just heard that the sales performance of his office ranked the lowest among the sales offices in China. The sales Beijing force will not receive their year-end bonus unless the situation can be turned around quickly. He must determine whether the sales management process or a recent new hire on the sales force, whose hiring was strongly suggested by the manager''s boss, are to blame for the poor sales performance and how to keep the situation from recurring.

Settings

Location:
Size:
Large
Other setting(s):
2001

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