Subject category:
Human Resource Management / Organisational Behaviour
Published by:
Harvard Business Publishing
Version: 8 October 1996
Length: 12 pages
Data source: Published sources
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Abstract
Maureen Frye, assistant product manager at Quaker Steel and Alloy Corporation, is asked to implement an action plan for changing the call pattern of the salesforce. Currently the salesforce is spending too much time on small accounts. Earlier Frye attempted to change their call patterns without success. Now with the express call mandate of top management she has to present a plan that will work.
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Other setting(s):
1995
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Abstract
Maureen Frye, assistant product manager at Quaker Steel and Alloy Corporation, is asked to implement an action plan for changing the call pattern of the salesforce. Currently the salesforce is spending too much time on small accounts. Earlier Frye attempted to change their call patterns without success. Now with the express call mandate of top management she has to present a plan that will work.
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Location:
Industries:
Other setting(s):
1995