Product details

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

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.
Location:
Industry:
Size:
GBP3 million sales
Other setting(s):
1979-1983

About

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.

Settings

Location:
Industry:
Size:
GBP3 million sales
Other setting(s):
1979-1983

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