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Prize winner
Published by: Harvard Business Publishing
Originally published in: 1995
Version: 8 October 1996

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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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:
Other setting(s):
1995

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