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Case
-
Reference no. 574-020-1
Subject category: Marketing
Authors: Franz Boecker (University of Erlangen-Nuremberg)
Published in: 1974
Length: 7 pages
Data source: Field research
Topics: Market research; Salesmen; Employee performance and assessment
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Abstract

Case focuses on the personal selling aspect of (A) case (574-019-1). A methodology is to be found to measure the performance of salesmen. This is the second in a three-case series (574-019-1 to 574-021-1).
Location:
Germany
Industry:
Cosmetics
Size:
Large
Other setting(s):
1969
Teaching note
-
Reference no. 574-021-8
Subject category: Marketing
Authors: Franz Boecker (University of Erlangen-Nuremberg)
Published in: 1974
Length: 3 pages
View full details
Case
-
Reference no. 574-019-1
Subject category: Marketing
Authors: Franz Boecker (University of Erlangen-Nuremberg)
Published in: 1974
Length: 10 pages
Data source: Field research
Topics: Marketing strategy; Organisational structure and development
View full details
Compact case
Case
-
Reference no. 574-021-1
Subject category: Marketing
Authors: Franz Boecker (University of Erlangen-Nuremberg)
Published in: 1974
Length: 5 pages
Data source: Field research
Topics: Market research; Salesmen; Employee performance and assessment; Operational research
View full details

About

Abstract

Case focuses on the personal selling aspect of (A) case (574-019-1). A methodology is to be found to measure the performance of salesmen. This is the second in a three-case series (574-019-1 to 574-021-1).

Settings

Location:
Germany
Industry:
Cosmetics
Size:
Large
Other setting(s):
1969

Related

Teaching note
-
Reference no. 574-021-8
Subject category: Marketing
Authors: Franz Boecker (University of Erlangen-Nuremberg)
Published in: 1974
Length: 3 pages
View full details
Case
-
Reference no. 574-019-1
Subject category: Marketing
Authors: Franz Boecker (University of Erlangen-Nuremberg)
Published in: 1974
Length: 10 pages
Data source: Field research
Topics: Marketing strategy; Organisational structure and development
View full details
Compact case
Case
-
Reference no. 574-021-1
Subject category: Marketing
Authors: Franz Boecker (University of Erlangen-Nuremberg)
Published in: 1974
Length: 5 pages
Data source: Field research
Topics: Market research; Salesmen; Employee performance and assessment; Operational research
View full details