Product details

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Subject category: Marketing
Authors: A F Millman (Coventry University)
Published in: 1984

Abstract

This case describes the problems associated with the control of an extrovert sales representative. The representative has found himself in a relatively controlled environment after many years in a much freer management structure. His behaviour makes him the scapegoat for the failure of two companies to integrate their business operations after an acquisition. The case also highlights the differences between "industrial" and "consumer" product marketing/selling, how seemingly minor events can cause disruptions, and the need for sensitivity in sales management.
Location:
Size:
230 employees
Other setting(s):
1984

About

Abstract

This case describes the problems associated with the control of an extrovert sales representative. The representative has found himself in a relatively controlled environment after many years in a much freer management structure. His behaviour makes him the scapegoat for the failure of two companies to integrate their business operations after an acquisition. The case also highlights the differences between "industrial" and "consumer" product marketing/selling, how seemingly minor events can cause disruptions, and the need for sensitivity in sales management.

Settings

Location:
Size:
230 employees
Other setting(s):
1984

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