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Case
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Reference no. 577-014-1
Subject category: Marketing
Authors: Anthony J Proudman (Warwick Business School)
Published in: 1977
Length: 12 pages
Data source: Field research
Topics: Sales organisation; Sales policy; Consolidation and mergers; Distribution; Salesmen
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Abstract

Case deals with acquisition of hardware wholesaler by larger company and analyses options for integration by customer groups and field sales force. Considers problems of manpower planning, regional organisation, salesman remuneration and incentive schemes in wholesale and industrial distribution companies: UK - Southeast England.
Location:
UK
Industry:
Wholesaling
Size:
275 employees
Other setting(s):
1972-1973
Teaching note
-
Reference no. 577-014-8
Subject category: Marketing
Authors: Anthony J Proudman (Warwick Business School)
Published in: 1977
Length: 2 pages
Data source: Field research
View full details

About

Abstract

Case deals with acquisition of hardware wholesaler by larger company and analyses options for integration by customer groups and field sales force. Considers problems of manpower planning, regional organisation, salesman remuneration and incentive schemes in wholesale and industrial distribution companies: UK - Southeast England.

Settings

Location:
UK
Industry:
Wholesaling
Size:
275 employees
Other setting(s):
1972-1973

Related

Teaching note
-
Reference no. 577-014-8
Subject category: Marketing
Authors: Anthony J Proudman (Warwick Business School)
Published in: 1977
Length: 2 pages
Data source: Field research
View full details