More search options
Basket icon
No items
Basket icon

Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Case
-
Reference no. 9-898-193
Subject category: Entrepreneurship
Authors: Joseph B Lassiter III (Harvard Business School); Michael J Roberts (Harvard Business School); Christina Darwall (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 24 June 1999
Length: 32 pages
Data source: Field research
Topics: Employee training; Entrepreneurship; Internet; Marketing management; Sales; Sales organization
Share a link: https://casecent.re/p/43861
| No reviews for this item
This product has not been used yet
View our pricing guide or login to see prices.

Abstract

A broad set of issues faced by a young company in the Internet-based training business as they begin to sell their product to corporate customers. Issues include: profile of attractive candidates, compensation, definition of territory, definition of quotas, and role of regional management.
Location:
California
Size:
12 employees, USD1 million revenues
Other setting(s):
1997
Case
-
Reference no. 9-803-S11
Spanish language
Subject category: Entrepreneurship
Authors: Joseph B Lassiter III (Harvard Business School); Michael J Roberts (Harvard Business School); Christina Darwall (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1999
Version: 24 June 1999
Length: 42 pages
Data source: Field research
Topics: Entrepreneurship; Employee training; Sales; Marketing management; Sales organization; Internet
View full details

About

Abstract

A broad set of issues faced by a young company in the Internet-based training business as they begin to sell their product to corporate customers. Issues include: profile of attractive candidates, compensation, definition of territory, definition of quotas, and role of regional management.

Settings

Location:
California
Size:
12 employees, USD1 million revenues
Other setting(s):
1997

Related

Case
-
Reference no. 9-803-S11
Spanish language
Subject category: Entrepreneurship
Authors: Joseph B Lassiter III (Harvard Business School); Michael J Roberts (Harvard Business School); Christina Darwall (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1999
Version: 24 June 1999
Length: 42 pages
Data source: Field research
Topics: Entrepreneurship; Employee training; Sales; Marketing management; Sales organization; Internet
View full details