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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
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Abstract

The new district sales manager for a tool company must determine how to get his district 'back on track'. The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district sales manager and the sales analysis helpful to him in his job. A rewritten version of an earlier case series.
Industry:
Hand tools and power tools
Size:
Large, $540 million sales
Other setting(s):
1983
Teaching note
-
Reference no. 5-584-147
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1984
Version: 5 January 1989
Length: 18 pages
Data source: Generalised experience
View full details
Case
-
Reference no. 9-502-S06
Spanish language
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: 28 June 1985
Length: 13 pages
Data source: Generalised experience
Topics: Employee performance management; Sales and marketing; Dismissing employees
View full details
Compact case
Supplement
-
Reference no. 9-584-013
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School); Benson P Shapiro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 28 June 1985
Length: 5 pages
Data source: Generalised experience
Topics: Dismissing employees; Performance appraisals; Personal selling; Sales; Sales organization
View full details
Compact case
Supplement
-
Reference no. 9-584-014
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School); Benson P Shapiro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 7 June 1985
Length: 2 pages
Data source: Generalised experience
Topics: Dismissing employees; Performance appraisals; Personal selling; Sales; Sales organization
View full details
Compact case
Supplement
-
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
View full details

About

Abstract

The new district sales manager for a tool company must determine how to get his district 'back on track'. The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district sales manager and the sales analysis helpful to him in his job. A rewritten version of an earlier case series.

Settings

Industry:
Hand tools and power tools
Size:
Large, $540 million sales
Other setting(s):
1983

Related

Teaching note
-
Reference no. 5-584-147
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1984
Version: 5 January 1989
Length: 18 pages
Data source: Generalised experience
View full details
Case
-
Reference no. 9-502-S06
Spanish language
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: 28 June 1985
Length: 13 pages
Data source: Generalised experience
Topics: Employee performance management; Sales and marketing; Dismissing employees
View full details
Compact case
Supplement
-
Reference no. 9-584-013
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School); Benson P Shapiro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 28 June 1985
Length: 5 pages
Data source: Generalised experience
Topics: Dismissing employees; Performance appraisals; Personal selling; Sales; Sales organization
View full details
Compact case
Supplement
-
Reference no. 9-584-014
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School); Benson P Shapiro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1983
Version: 7 June 1985
Length: 2 pages
Data source: Generalised experience
Topics: Dismissing employees; Performance appraisals; Personal selling; Sales; Sales organization
View full details
Compact case
Supplement
-
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
View full details