Subject category:
Marketing
Published by:
Ivey Publishing
Version: 2002-01-28
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Abstract
This is part of a case series. An international sales manager based in Germany is faced with staffing problems in a Middle East market. He has successfully negotiated with the existing agent to relinquish the sales function and his recruitment efforts have generated five candidates that he is considering. The case is designed to demonstrate the differences in sales management between North America and other parts of the world, and to have students recognize that having on-site marketing capacity is sometimes more complex than people realize.
About
Abstract
This is part of a case series. An international sales manager based in Germany is faced with staffing problems in a Middle East market. He has successfully negotiated with the existing agent to relinquish the sales function and his recruitment efforts have generated five candidates that he is considering. The case is designed to demonstrate the differences in sales management between North America and other parts of the world, and to have students recognize that having on-site marketing capacity is sometimes more complex than people realize.