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Case
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Reference no. UVA-M-0419
Subject category: Marketing
Published by: Darden Business Publishing
Originally published in: 1993
Version: 07.2004
Length: 13 pages
Data source: Field research

Abstract

This case is an interview with a sales representative for a large medical supply company. Students get an intimate view of how an outstanding salesman thinks and feels about himself, his job, his company, and what motivates him. Some issues raised how to identify potential managers and the responsibility of an organization for developing its people.
Location:
Industry:
Other setting(s):
1993

About

Abstract

This case is an interview with a sales representative for a large medical supply company. Students get an intimate view of how an outstanding salesman thinks and feels about himself, his job, his company, and what motivates him. Some issues raised how to identify potential managers and the responsibility of an organization for developing its people.

Settings

Location:
Industry:
Other setting(s):
1993

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