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Case
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Reference no. 9-585-158
Subject category: Marketing
Authors: R Moriarty Jr
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 29 July 1993
Revision date: 15-May-2019
Length: 21 pages
Data source: Field research

Abstract

David Thomas takes his first sales management assignment and is faced with a sales rep revolt because of a possible territory reorganization. In addition, his sales division is performing well below the national average. Rewritten version of a case by RZ Sorenson.
Location:
Size:
Small, USD13 million sales
Other setting(s):
1984

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Abstract

David Thomas takes his first sales management assignment and is faced with a sales rep revolt because of a possible territory reorganization. In addition, his sales division is performing well below the national average. Rewritten version of a case by RZ Sorenson.

Settings

Location:
Size:
Small, USD13 million sales
Other setting(s):
1984

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