Subject category:
Marketing
Published by:
Ivey Publishing
Version: 2002-06-06
Length: 11 pages
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Abstract
A national sales manager is confronted by a second-tier distributor who has formed a coalition of several other second-tier distributors. This group is demanding the margins earned by first-tier distributors even though they cannot yet perform the first-tier functions. However, the group is located in a region where the first-tier distributors perform poorly.
Subject category:
Marketing
Published by:
Ivey Publishing
Version: 2000-01-27
Length: 8 pages
About
Abstract
A national sales manager is confronted by a second-tier distributor who has formed a coalition of several other second-tier distributors. This group is demanding the margins earned by first-tier distributors even though they cannot yet perform the first-tier functions. However, the group is located in a region where the first-tier distributors perform poorly.
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Subject category:
Marketing
Published by:
Ivey Publishing
Version: 2000-01-27
Length: 8 pages