Subject category:
Marketing
Published by:
WDI Publishing, William Davidson Institute (EDI), University of Michigan
Version: 15 June 2017
Length: 10 pages
Data source: Published sources
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https://casecent.re/p/155227
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Abstract
How do you get more out of existing sales resources? This common sales management problem is one that Follett Carter must solve as executive vice president of sales and marketing for New Science, a firm operating in the intensely competitive IT research and analytics industry. He must develop a strategy to meet his company's aggressive revenue growth targets and also maintain an ever-growing number of current client accounts. Students must assess New Science's current sales model and develop a less expensive sales force strategy.
About
Abstract
How do you get more out of existing sales resources? This common sales management problem is one that Follett Carter must solve as executive vice president of sales and marketing for New Science, a firm operating in the intensely competitive IT research and analytics industry. He must develop a strategy to meet his company's aggressive revenue growth targets and also maintain an ever-growing number of current client accounts. Students must assess New Science's current sales model and develop a less expensive sales force strategy.
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