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Compact case
Supplement
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Reference no. 9-585-138
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School)
Published by: Harvard Business Publishing
Published in: 1985
Length: 5 pages
Data source: Generalised experience
Topics: Performance appraisal; Personal selling; Sales management; Sales organization; Terminations
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Abstract

Presents the salesforce performance data of the Milford (A) case in a format suitable for spreadsheet analysis using a personal computer.
Case
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Reference no. 9-584-012
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School); Robert J Dolan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 11 May 2007
Length: 11 pages
Data source: Generalised experience
Topics: Dismissing employees; Performance appraisals; Personal selling; Sales; Sales organization
View full details

About

Abstract

Presents the salesforce performance data of the Milford (A) case in a format suitable for spreadsheet analysis using a personal computer.

Related

Case
-
Reference no. 9-584-012
Subject category: Marketing
Authors: Benson P Shapiro (Harvard Business School); Robert J Dolan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 11 May 2007
Length: 11 pages
Data source: Generalised experience
Topics: Dismissing employees; Performance appraisals; Personal selling; Sales; Sales organization
View full details