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Compact case
Case
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Reference no. 584-008-1
Subject category: Marketing
Authors: A F Millman (Coventry University)
Published in: 1984
Length: 3 pages
Data source: Generalised experience
Topics: Careers and career planning; Marketing management; Sales; Sales management; Salesmen; Selling; Women employees
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Abstract

This case was designed to fill a gap in the teaching of sales management in a situation where a female sales representative is appointed as a member of a previously all male sales force. It draws on attitudes towards the male/female work interface, buyer/seller relationships, group ''norms'' in sales performance and the requirements for career progression from sales representative to manager. Very useful case for mixed sex seminar groups.
Location:
UK
Industry:
Sales, packaging
Other setting(s):
1984
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Abstract

This case was designed to fill a gap in the teaching of sales management in a situation where a female sales representative is appointed as a member of a previously all male sales force. It draws on attitudes towards the male/female work interface, buyer/seller relationships, group ''norms'' in sales performance and the requirements for career progression from sales representative to manager. Very useful case for mixed sex seminar groups.

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Location:
UK
Industry:
Sales, packaging
Other setting(s):
1984

Related

Sorry, this product has no related items.