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Abstract
The company has suffered a 50% drop in sales over 5 years and is in a loss situation. The marketing function has been dominated by a director who retired in 1983. Some sales engineers are clearly underperforming. The newly appointed sales manager has to deal with two agencies signed up by the outgoing marketing director and is under orders from the board to reorganise the sales force.
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Abstract
The company has suffered a 50% drop in sales over 5 years and is in a loss situation. The marketing function has been dominated by a director who retired in 1983. Some sales engineers are clearly underperforming. The newly appointed sales manager has to deal with two agencies signed up by the outgoing marketing director and is under orders from the board to reorganise the sales force.