Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Compact case
Case
-
Reference no. 584-008-1
Subject category: Marketing
Authors: A F Millman (Coventry University)
Published in: 1984
Length: 3 pages
Data source: Generalised experience

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:
Industry:
Other setting(s):
1984

About

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.

Settings

Location:
Industry:
Other setting(s):
1984

Related