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Abstract
The Marketing Manager has problems concerning salesforce mobility, motivation and career progression. He tries to deal with them in a series of moves which will be successful if everyone actually moves. The case has been used for study of the problems in motivating a salesforce, of the importance of planning ahead against all contingencies that can reasonably be foreseen, and attempting to obtain goal congruence.
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Abstract
The Marketing Manager has problems concerning salesforce mobility, motivation and career progression. He tries to deal with them in a series of moves which will be successful if everyone actually moves. The case has been used for study of the problems in motivating a salesforce, of the importance of planning ahead against all contingencies that can reasonably be foreseen, and attempting to obtain goal congruence.
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