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Thumbnail image for product with reference number 9-586-012
Compact case
Waters Chromatography Division: US Field Sales (B)
Supplement
-
Reference no. 9-586-012
Subject category: Marketing
Authors: Shirley M Spence (Harvard Business School); Thomas V Bonoma (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 1 August 1987
Length: 2 pages
Data source: Field research
Topics: Computers; Sales; Marketing implementation
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Abstract

Presents a sequel to the (A) case, which features a diary-style account of ''a day in the field'' with Ray Burnett, a field sales representative for Waters Chromatography Division.
Thumbnail image for product with reference number 5-588-029
Waters Chromatography: US Field Sales (A) (B)
Teaching note
-
Reference no. 5-588-029
Subject category: Marketing
Authors: (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1988
Version: 4 January 1989
Length: 17 pages
View full details
Thumbnail image for product with reference number 9-586-011
Waters Chromatography Division: US Field Sales (A)
Case
-
Reference no. 9-586-011
Subject category: Marketing
Authors: T Bonoma (Harvard Business Review); Shirley M Spence (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 4 December 1987
Length: 18 pages
Data source: Field research
Topics: High technology products; Marketing implementation; Sales management
View full details

About

Abstract

Presents a sequel to the (A) case, which features a diary-style account of ''a day in the field'' with Ray Burnett, a field sales representative for Waters Chromatography Division.

Related

Thumbnail image for product with reference number 5-588-029
Waters Chromatography: US Field Sales (A) (B)
Teaching note
-
Reference no. 5-588-029
Subject category: Marketing
Authors: (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1988
Version: 4 January 1989
Length: 17 pages
View full details
Thumbnail image for product with reference number 9-586-011
Waters Chromatography Division: US Field Sales (A)
Case
-
Reference no. 9-586-011
Subject category: Marketing
Authors: T Bonoma (Harvard Business Review); Shirley M Spence (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1985
Version: 4 December 1987
Length: 18 pages
Data source: Field research
Topics: High technology products; Marketing implementation; Sales management
View full details